
Book_ ^li 

GopiglitU? 



^« 




Col. J. P. GuTELius 

At one time President of the International Association of Auc- 
tioneers; President threg terms of Auctioneers Association of 
Oklahoma; President of the El Reno Auction School; thirty-two 
years on the block. Sixty -eight years of age; a live wire today 



HIGH LIGHTS 
ON AUCTIONEERING 



Opening- Talks For Auction Sales 

tjiving the actual words and figures and the mode of operation in 

many of the most important auction sales in the 

history of the country 



BY 



COL. j; p. GUTELIUS 

The converted auctioneer, with 32 years experience on the block 



Published By 

Nazarene Publishing House 

2109-15 Troost Avenue 
Kansas City, Mo. 






Copyright, 1922, by J. P. Gutelius 
El Reno, Oklahoma 



MAR 17 "23 

©C1A696878 



.^ 






t .->y- 



PREFACE 

The main object of this book is to have you take a journey 
with a real, practical auctioneer, who has spent thirty-two years 
on the way, beginning fifteen years before auction schools 
were heard of, and picture to you the real battles of a beginner; 
the successes and failures, the sunshine and shadows, that are 
characteristic of any man who has an ambition to go to the 
top. 

The author of this book had wonderful experiences in 
thoroughbred stock sales, and remarkable success in real estate 
and merchandise auctions. He had the honor of being president 
of the International Auctioneers Association of U. S. A., Can- 
ada and Mexico, and three terms as president of the Auction- 
eers Association of Oklahoma. He desires to write out of his 
experience a book that will give the man who has an auction 
bee buzzing in his bonnet the shortest route to the auction 
block. 

Several timxcs in this book he says that an auctioneer is 
born, not made. For several years he was president of the 
El Reno Auction School. There he learned this fact. When 
we say born, we mean that he must be naturally a man of 
strong personality, good judgment, and very strong lung 
power. The profession must be fascinating to him, and he 
should be a live v/ire on general principles — clean and reliable. 

The reader will find several opening talks for different 
kinds of public sales, that the author v/rote to suit many 
students of the El Reno Auction School, that can be used in 
in a sale at almost any place with only slight changes, and 
several of them are suitable for almost any kind of sale at any 
place. 

No part of this book is patterned after any other book; it 
is written right off tlie reel of a practical and successful ca- 
reer of auctioneering in six of the vv^estern states. 

We feel it proper to state here that there is more signifi- 
cance attached to the writing and putting of this book on the 
market than the reader of this preface can at first imagine, 
so we might as well define our position and give the reader our 



4 HIGH LIGHTS ON AUCTIONEERING 

testimony, so that he can get the bearings and at the same 
time properly locate this auctioneer. 

On February 16, 1913, at midnight, the author was 
genuinely converted in his parlor at 914 South Barker Avenue, 
El Reno, Okla. Then and there he promised the Lord that 
if He would save him and give him a personal knowledge of 
his acceptance v/ith Him, he would serve Him; would fix up 
all the mistakes in life, even back to his childhood, that were 
possible. iMore than that, he would testify for Him all along 
the way, and that if the Master wanted him to preach the 
gospel, he v/ould do that. While he has never yet gone into 
the ministry farther than as a local preacher, he has taken 
care of his auction business, in v/hich he has been very suc- 
cessful, and the rest of the time, and especially on Sundays, 
he has devoted to evangelistic work. During this time he 
has organized am^ong the representative citizens of El Reno, 
one of the m.ost remarkable gospel teams in all this south- 
western country, and with their co-operation he has seen 
more than two thousand conversions. Some of these boys 
are sleeping in France until Jesus comes. Others have gone 
to the glory land, but the good work goes on. If all the 
auctioneers of this country were real consecrated Christians, 
with their wonderful opportunities of spreading the gospel, 
in a short time the churches would come to their own, and 
this generation of boys and girls, on whom rests the future 
of the church and the nation, would get a vision of Christ, 
and real old-time revivals would break out everywhere. 

We did not intend to preach a serm^on in this introduction, 
but just to put on a few high lights, and let it be manifest 
from cover to cover that we may have a Partner in the auction 
business who will hold us fast, keep us clean, bless us physi- 
cally and spiritually and make the auction profession a joy 
forever. This business has always been fascinating to the 
writer, and now, after thirty-two years experience and real 
service in the field, twenty-two of these years without Christ, 
and ten years in the service of the Master, should certainly 
put the writer in position to know the way. Therefore we 
trust and pray that the readers of this book who have the 
auction fever and intend being auctioneers will appreciate 
this book as the author would have appreciated it thirty-two 
years ago. Sincerely yours, 

J. P. GUTELIUS. 



AUTHOR'S NOTE 

In publishing this system of teaching men how to become 
auctioneers, I would like to go on record in the introductory 
note of this valuable book, in saying that auctioneers are born, 
you can't make them. We have taught this in the school, and 
expect to carry out this thought in all our advertising in the 
selling of this book. With thirty-two years of practical experi- 
ence in the profession, holding the highest honors that could 
be conferred on us through the Auctioneers Associations, we 
do not hesitate to say that we have the best system for the man 
who has the pep, the personality, the vocabulary, who finds the 
auction profession fascinating to him. There are men who have 
all these qualifications. They are diamonds in the rough, but 
have never had the opportunity of developing their natural 
abiUties. There is a place for every man. If you have not 
found it, your place is still waiting for you. 

The writer is a painter, by trade, a sign writer, a decorator, 
and has been accused of being an artist. In 1888 he located in 
Indianapolis, Indiana, during the latter part of the national 
campaign of Harrison and Morton — Cleveland and Thurman, 
and did the decorating for many of the great rallies, in the 
cities and towns of the state. He painted the portraits of all 
the candidates in many sizes. We might mention many states 
and places where our work was in evidence, in scenic work and 
artistic designing. At the time mentioned above he was about 
thirty-four years of age. We have learned through practical 
experience and observation that when you become a slave to 
any particular trade as a mxcchanic, for a number of years, 
there will come a time when you will not be much good for 
anything else. W^e also learned that if you expect to get any- 
where in life financially, you will have to make it with your 
head rather than with your hands. 

One day we had an impression that we could be a real 
auctioneer if we ever had the opportunity. We had learned 
also that opportunities come and go. John J. Ingalls once said 
that opportunity raps once at every man's door. We believed 
that right then was our opportunity and our time to take advan- 
tage of it. In the town where we lived at this time they were 
closing out a very large stock of general merchandise. It was 
a large estate, the original owner of which had died. There 
was to be no reservations. They had employed an auctioneer, 
the big sale was on and people were there from every part of 

5 



- HIGH LIGHTS ON AUCTIONEERING 

the country, looking for the bargains that are supposed to be 
found at every auction sale. 

How could we get in on that sale was the question that was 
puzzling this writer. We told our wife one evening of our in- 
tention to go over and see Newton Kreamer, who was adminis- 
trator of the estate, possibly he would give us a chance to help 
in disposing of the large stock of merchandise. The wife rather 
discouraged us by saying, "You have one trade. Better stick 
to that if you want to get anywhere. Then, he has employed 
an auctioneer, and what do you know about dry goods?" Well, 
that was a solar plexus blow indeed, for we realized that we 
knew less than nothing about merchandise of any kind. 

But, nevertheless, we made a break for the job that evening. 
We found the banker at home with his family. We squirmed 
around quite a while before we made our desire known. We 
really began to think that we had about as much chance of 
becoming an auctioneer as a hog has of reading the Declaration 
of Independence. 

Finally, the banker, who could easily discern that we had 
something weighing on our mind, asked, "Is there anything that 

1 can do for you, Jim?" We don't remember what we said, but 
if we looked like we felt he must have thought he had a white 
elephant on his hands. 

We finally managed to say, "Newton, (that was his first 
name) I am going to change my tactics in life. I like painting, 
but this eating up everything in the winter that you earn in 
the summer doesn't get you anywhere financially. It's one 
continual hoping for something that you never realize. I am 
going to be an auctioneer, so I came over here to ask you for 
the job of selling at auction the stock of merchandise that you 
have on your hands." 

The whole family laughed so that we thought our name 
was Dennis with a big D. After the laugh he asked us if we 
would really like to tackle a job as large as that without any 
knowledge of the values of dry goods and general merchandise. 
There was only one thing to say under the circumstances, so we 
said, "Yes." Then he said that he had employed an auctioneer 
to dispose of the entire stock. That fixed our clock for a few 
minutes, at least. Then he reconsidered and said, "The auc- 
tioneer who is doing the selling is also the postmaster, and 
many times when the crowd is waiting for a sale he is too busy 
in the postoffice and the people are disappointed. I had thought 
seriously of getting another auctioneer, but I had never dreamed 
that you had any such ambition." So he concluded by saying 
that if that auctioneer ever disappointed him again he would 
send for us and give us a chance. 



•HIGH LIGHTS ON AUCTIONEERING 7 

Goodnights said and we were on our way home, thinking 
that was just a polite way of disposing of a man who had had 
the nerve to tackle a $20,000 auction sale of high class mer- 
chandise without any knowledge of the same. When we ar- 
rived at home our wife asked, "Did you get the sale, Jim?" We 
might have told her that if we got this sale and another one we 
would have two, as we have often told her since. We retired 
and fell asleep, forgetting that there might be another chance. 

Auction schools were then unheard of, so far as we know. 
Then men who tackled the business and stuck made good, but 
they were few and far between. 

A week rolled by and the auction profession was all for- 
gotten in our home. It was on Saturday at one o'clock and 
we were busily engaged at the barn when our wife called us 
in a tone of voice that had a peculiar ring of comedy and we 
knew that the joke was on us. 

A man stood at the door waiting for us. It was Lew Grim. 
He said, "Come on, get your togs on; you've sure gotten your 
foot in it this time. The house is packed and they are wait- 
ing for you to do the auctioneering." 

To make things a little warmer for us our wife said, "You 
will have to hurry, and I am going to dress and go down to see 
you make a fool of yourself." I will have to admit that I 
thought her prophecy would come true. In a few minutes I 
was ready and making a bee line for the auction sale with Mr. 
Grimm, who had waited for me. On the way uptown he told 
me the house was crowded, and while today that would appeal 
to me, I imagined then that if I was able to hold the people 
and entertain them it would be more through my ignorance 
than my ability to sell. 

There was no time now to talk the deal over, only one thing 
left for me to do, that was climb up on the counter and say, 
"Here goes nothing!" The administrator said, "Make your 
speech and let's go. The people have been waiting a long time 
already." I told the people I had never made a speech in my 
life and could not if I was to be hung, and the probabilities 
were that I would be hung anyway. The proprietor was having 
a lot of fun at my expense, as he often winked at his friends. 
His introduction of me to the audience and his exhortation to 
go ahead and make my speech just about finished me. How- 
ever I did not lose my voice, but from the way the crowd car- 
ried on at times I really thought I had lost my mind. 

When the sale closed for the afternoon the proprietor handed 
me $5.00 and told me to come back again and sell that evening; 
so I earned another $5.00 that night, and it looked like very 
good money to me. It was during a season of extremely dry 



8 HIGH LIGHTS ON AUCTIONEERING 

weather and there was shortage of crops and practically nothing 
to do, so the reader can easily imagine how the writer took the 
vision of making money with his head instead of his hands. 
It took several years of real hard study to become a practi- 
cal auctioneer, as I have mentioned the fact that there were no 
auction schools at that time in vv^hich to learn the profession. 
I write this simple story to shov/ the reader how I would have 
appreciated this system of practical knowledge that I am now 
putting on the market, instead of groping in the dark, with all 
the auctioneers in that part of the country fighting me after 
I had declared myself a competitor in the auction field. With 
this system I could have been doing business within ninety days 
on ordinary farm auction sales, and so can you, dear reader, 
if you have the pep, and the auction bee in your bonnet. 

J. P. GUTELIUS. 

April 20, 1922 



INTRODUCTION AND APPRECIATION 

By Prof. A. S. London 

This introduces to the public one of the most unique men 
that it has ever been my privilege to meet, Col. J. P. Gutelius, 
a religious auctioneer. "Like begets like," is a law of nature 
and also a law in the book that is now before us — a unique 
man; a unique book. 

The INL^N — It has been my privilege to know Col. J. P. 
Gutelius for several years. For many years prior to my ac- 
quaintance with him he was in the auction business alone. 
Since my acquaintance with him he has been an auctioneer, 
phis a Christian and a local preacher. In fact, he has made 
the business of the church and soul winning iirst in his life. 
The other matter has been one of paying expenses. He was 
converted after more than two scores and one decade of time 
had passed over his life. What a miracle! He had all the 
qualifications of a sure-enough auctioneer. He was successful 
in his work. He was rough in his character, as most men in 
this Hne of work are today. But, he was converted. He is a 
changed man. He was regenerated. He did not merely join 
some church. His nature was changed. He made restitution. 
He went to work. He has been at it ever since. 

I have seen him on the auction block. His work is clean. 
He works at the job and conducts his sales on a good basis. I 
have known him to step aside from the auction block and say 
something to me about Jesus and the work of soul winning. 
He loves men. He know^s how to deal with them. 

I have been with him in revival work. He puts the same 
energy into this work that he does into the work of auction- 
eering. Altliough he has almost reached his allotted time in 
life, he is still a young man. He is energetic. He works hard 
at his job and believes in a gospel that can save the hardest 
sinner. He is friendly. He loves children. He is kind to 
mothers. He has won nearly two thousand souls to Christ, 
and has organized a gospel team of rehgious workers that has 
been felt for miles around his home town. 

The Book — This book is unique. I suppose there is none 
other like it. We have public schools, denominational schools, 
correspondence schools, parochial schools, night schools, pri- 
vate schools, etc., etc., but who ever heard of an auction school. 
This book tells about such an institution. It also gives ad- 
dresses that have been successfully used in the career of the 



10 HIGH LIGHTS ON AUCTIONEERING 

author's life. Throughout the book will be found a strain 
that reminds one of the fact that the author has been changed. 
In all the annals of time, I doubt seriously if there has ever 
been a book written like the one before you. It is written out 
of the heart experiences of a man who has succeeded in his 
business. It is really a text book on auctioneering. It also 
tells of his conversion. I do not know that a book of this 
character will interest the public at large, but I trust you will 
read it in order to know something of the author. I love him. 
He is a friend. He is a Christian gentleman, and as such can 
be trusted anywhere. 



CONTENTS 

Preface 3 

Author's Note 5 

Introduction and Appreciation 9 

Practical Talk 13 

Bpjeaking in a Bashful Student r6 

Public Speaking 18 

Auctioneers Are Born 21 

Box Supper Talks 22 

Opening Talk by a Student 27 

Opening Talk by a Live Student 29 

My First Speech as an Auctioneer 30 

A Graduate of El Reno Auction School 32 

Pointers for Young Auctioneers 33 

A Unique Talk for a Street Sale 36 

Occupy Till I Come 37 

Some Good Pointers in the Solicitation of Sales. ... 39 

First Public Talk 41 

The Lingo That Goes With Auctioning 43 

A Street Sale 47 

Henry's First Talk 55 

Joe's First Auction Talk 56 

A Short Talk for Sale of a Piano 57 

Selling a Grain Binder at Farm Sale 58 

An Opening Talk for a Street Sale 59 

Opening Talk 60 

A Student's Talk in El Reno Auction School 61 

A Real Automobile Auction Sale 62 

A Book Sale 64 

A Rather Unique Talk 66 

An Administrator's Sale 69 

An Important Furniture Sale 71 

A Snappy Little Talk 73 

Student's Opening Talk at Farm Sale 74 

Closing Out a Clean Stock of Merchandise 75 

11 



12 HIGH LIGHTS ON AUCTIONEERING 

Merchandise Auction Sale 77 

The Sale Opens — Auctioneer on the Block 82 

Real Estate Opportunities 98 

A Town Lot Sale 99 

A Farai Sale 104 

The Sprunger Farm Sale 112 

High Light 126 

John Petre Ranch Sale . 127 

A Unique Farm Sale 134 

Horse Sale 138 

A Wonderful Town Site S.vle 140 

Government Auction Sale 147 

Government Sale of Land 158 

High Lights 164 

A Real Chicken Sale 165 

A New Field for Auction Sales 166 

Plymouth Rock Chicken Sale 167 

Fine Chicken Sale 167 

An Auctioneer Calling His Crovv^d 169 

From Dairy Divlsion U. S. Dept of Agriculture 170 

Pedigrees 173 

DuROC Hog Sale 180 

Outdoor Sale Ring and Pens 181 

Opening Talk for High Grade Cattle Sale 184 

A Good Cow Talk 185 

A Sale of Real Dairy Cows 187 

Auction Sale of Aberdeen-Angus Cattle 194 

A Suggestive Auction Course for Ladies 201 

Lady Auctioneers 232 

An Auction Sale 235 

A Wonderful Phenomenon 237 

High Light 242 

High Lights 247 

High Lights ' 248 

Gospel Team Work 249 

Second Timothy 4:7 249 

Unique Ad for Furniture Store 259 



PRACTICAL TALK 

A Plain, Practical Talk on the Problems that Come 
And Go in the Profession of Auctioneering 

I am writing this practical talk tonight, July 28, 
1922, at my home in El Reno, Okla. The thermom- 
eter has been lingering about 100 to 110 above zero 
for a number of days. There are real hot winds 
during the day; most of the corn is burnt up, the 
wheat crop was a failure here. El Reno is a railroad 
town, and hundreds of men are on strike. One of 
the biggest banks in the state failed here, with con- 
siderably over a milHon dollars in deposits. 

How would the reader like to step out in the heat 
of the day, dust flying everywhere, thermometer 
registering about 108 or 109? Well, that is just 
what I am doing now, two and three days a week. 
Great crowds come, especially if some good, popular 
citizen is going away. Then they give free lunch in 
Oklahoma at auction sales. The lunch usually con- 
sists of baker's buns, from 500 to 1,000, and about 
forty or fifty pounds of bologna of the large variety. 
The bologna is sometimes called ''dog meat," and 
for this reason some fastidious persons who attend 
these sales will not touch it, especially when they 
hear some one call out, 'Tass the dog." 

Many times the ladies of the different church 
organizations take charge of the lunch and it is 
usually carried out in a very satisfactory manner. 

Sometimes we have a barbecue and a regular 
feast. Take it as a whole, it is a great life — every 
sale in a different territory and with different crowds. 
But the thought I am trying to present here is that 
while the profession of an auctioneer is one of the 

13 



14 HIGH LIGHTS ON AUCTIONEERING 

best, without any capital invested, yet the auctioneer 
will have some dark days, and must assume an im- 
mense am^ount of responsibility, and he must make 
good in order to get and hold his territory. 

For illustration: Here we are at a sale conducted 
a few days ago, a long string of machinery, most of 
it old and badly worn, occasionally a good piece. 
Everybody is so badly discouraged, a riding plow 
that would have sold a year ago for forty dollars 
starts at five dollars; a few one dollar bids, several 
half-dollar bids and a quarter-dollar bid, and sold 
for $8.25. 

So the auctioneer hammers away, remembering 
that the values for which the machinery sells runs 
parallel with his reputation. After he has said the 
last word in recommending the purchase of the said 
machinery, he turns his attention to the horses and 
mules, knowing that there is no market on earth for 
them. Here comes a span of bays that would have 
sold for $500 a year ago; today they sell for $150. 
Old horses from $5 to $25; if one is crippled, no sale 
at all. 

Now the cattle sale is on. The cattle markets 
are paralyzed. Cows that sold for $40, $50, $60 and 
$75 sell today for from $18 to $35. Real choice 
milk cows that sold from $75 to $250 sell at this 
sale, after the auctioneer has practically exhausted 
himself, from $35 to $75; occasionally one reaches 
the $100 mark. 

This is the condition of the country July 28, 
1922. Every old-time auctioneer has gone through 
the mill, and, after all, it is a good thing to try them 
out and make them pure gold. If they will keep 
clean and honest and never be a party to a dirty 
deal, never misrepresent things, so that they will 
have the confidence of the people, there will come a 
day when things will adjust themselves, and the 



HIGH LIGHTS ON AUCTIONEERING 15 

man who has stood the test will be stepping along 
with flying colors. 

One thing you can be assured of: if conditions 
are not favorable for auction sales, your competitor 
is having the same trouble that you are. It is up to 
you to have the best sales, and it may take all the 
energy you can possibly muster to put it over, but 
over it must go. The man who employs you can 
see your efforts and rest assured he will appreciate 
them. If the sale reaches $2,500 he will not protest 
when you collect your 2 per cent, which is $50. After 
all, though you had a real battle, in the hottest 
season in years, failure of crops, bad markets for 
live stock and grain, depreciation in practically 
everything the farmer has to sell, the $50 you earned 
in a few hours work is fair comipensation. It is a 
good business if you are a live wire and prove your 
worthiness. 

I will tell you how I managed this big sale. When 
I reached the place I saw automobiles all over the 
grounds. It seemed to me they were there from 
everywhere. I managed the dinner and saw that 
the multitude was fed. When the time arrived to 
begin the sale I stepped into one of the buildings 
where I could be alone and talked for awhile to the 
King of glory. I thanked Him for the sale and 
asked Him to guide and guard me and give me a good 
clean sale. I asked Him for abundance of physical 
power and wisdom, that I might not bring reproach 
upon His cause. Before I stepped out I had the 
evidence of His approval. If this auctioneer should 
have dropped dead in that sale he would be safe in 
the glory land now. But God gave me wonderful 
physical power, and He will do the same for you, 
praise His name! 



16 HIGH LIGHTS ON AUCTIONEERING 

BREAKING IN A BASHFUL STUDENT 

This was a farm sale, and I succeeded in getting 
one of my students to make an opening talk in the 
community where he lived. It was understood that 
I should disappear when the time arrived to open the 
sale, and the student climbed up on the machinery 
and began to call very loudly for the auctioneer, 
wondering where he was, rather leaving the impres- 
sion that the auctioneer had left, in the meantime 
the crowd naturally gathered around him and he 
began with his opening talk, which follows. After 
giving the regular terms of the sale, he began selling 
the machinery. After he has sold a number of pieces 
the writer comes to the front looking rather sur- 
prised, wondering what was going on, while the 
audience thought it was a real joke on the auctioneer 
of the day — then I step in and relieve the student 
who has won his first battle. 

He spoke as follows, looking in every direction, 
apparently wondering v/hat had become of the auc- 
tioneer: 

''Can any one tell me what became of the auc- 
tioneer? Well, doesn't that beat you? It's time 
to open this sale. 

''Say, Mr. Proprietor, if you can't find a better 
man, what's the matter with me crying this sale? 
Say, man, do you know about the first thing I ever 
did when I hit the pike was cry? Yes, that's a fact, 
but it failed to bring me any revenue, and if it had 
brought me any, they would have just taken it away 
from me. 

"Why, I was just about the smallest pebble on 
the beach. The girls used to come to see me and 
fondle me, but they don't do that now. You see 
times have changed since then. 

"Laying all jokes aside, when we reach manhood 
and womanhood it becomes a cold business proposi- 



HIGH LIGHTS ON AUCTIONEERING 17 

tion and you will have to square yourself for the 
battle of life. If you follow the wrong channel or 
take the wrong road it^s an uphill proposition all the 
way. So it might be well to look the field over care- 
fully, and be certain about the route you are taking. 
So I have decided to spoil a good man and make an 
auctioneer out of him. 

*'Now I know you were not looking for a mess 
like this, so I'll give it to you in small doses. I ex- 
pect to follow the auction business in the future, 
and I might as well break in today. 

"This man is going to move away and leave the 
Jarm, and he certainly has a great offering for you. 
I want you to protect him, and show us where you 
shine. 

"You will notice his fine brood mares, the big 
kind, the kind the markets of the world want. 

"Then his choice milk cows. I mean real dairy 
cows. Did you notice his hogs? Say, man! he is 
in the hog business for sure. 

"High class machinery, and furniture, then again, 
he sells the whole business without reservation. That 
makes it a clean proposition. Listen to me, you're 
attending a real sale today. 

"Now then the terms, and this sale goes on — " 

Then he gives the terms, etc. 

Now the student jumps off the machinery and 
begins to sell for the first timxC as follows: 

"Here we have a real mower, and it's a McCor- 
mick, it needs no introduction in this neighborhood. 
It's nearly new. How much am I offered for it? 

"The man says twenty-five dollars. I thank you. 
At twenty-five; who will make it the fifty, make it 
the fifty, make it the fifty? Twenty-six, twenty- 
seven, twenty-eight, yes I have the twenty-eight. 
Now I have the twenty-nine — and the thirty. If 
you don't want this mower go to town and buy a 
new one, then kick on the Republican administra- 
tion. Thirty-five dollars I have. What can you 



18 HIGH LIGHTS ON AUCTIONEERING 

buy for thirty-five dollars today? Thirty-six, thir- 
ty-seven — forty, he says. Sold for forty dollars! 
You sure got a bargain, my friend." 

After the student has sold several other articles 
in like manner, and very satisfactorily, I appear on 
the scene, and look surprised. That amuses the 
crowd, and the big laugh is on. But the boy won 
the fight, and the compliments of the people. 

As the writer has stated, this was the student's 
first talk that I arranged for him, and good enough 
for older heads. Some reader of this book who has 
decided to become an auctioneer could easily pull 
off this stunt in his own neighborhood. 

It is necessary to have an understanding with 
all concerned, but there is no reason why the young 
auctioneer should not go on clear through and finish 
the whole job. 

^ ^ ^ ^ t: 

PUBLIC SPEAKING 

Some Good Pointers on Public Speaking, Especially 

For Short Talks — // the Reader Is Not a 

Gifted Talker, Still There Is a Way, 

As Follows 

In the first place, to speak at a moderate rate 
you can use about six hundred words in five minutes, 
or twelve hundred words in ten minutes. If you 
use more words in said length of time you may de- 
stroy the effectiveness of your talk. It is far better 
to extend your talk a little longer than you expected 
than to fail to make the impression that you desire. 

One of the best plans is to write out your talk 
and memorize it thoroughly, then practice aloud so 
you can hear your own voice and get the pitch or 
key in which you expect to deliver the same. 



HIGH LIGHTS ON AUCTIONEERING 19 

If you have never made public talks you will find 
that every time you memorize one you will have 
more confidence, and it will rapidly increase your 
vocabulary and give you confidence and a strong 
personality. 

If you are John Jones, don't try to be some one 
else. Deliver your message or speech simply, di- 
rectly and wdth sincerity. Don't get it into your m.ind 
that you are delivering a great speech. A real, m.an 
to m.an, heart to heart talk will bring the response. 
If you take any other route you are liable to be a 
failure. 

There are a number of things to overcome in 
order to quaKfy for public speaking, however, every 
time you learn a good talk thoroughly and deliver 
the same carefully, you are storing up real practical 
experience. 

The purpose of your public speaking is twofold: 
First, to convince your audience of the truth of what 
you say; second, to persuade them to act as you wish 
them to do. Therefore, it is very necessary that you 
have a keen knowledge of the real business you ex- 
pect to transact, so that you can deliver the same 
with appropriate language and feeling. 

The wTiter never attempted to make a public 
speech when he began the auction business without 
first writing it out and then memorizing it well, and 
practicing it time and again as loud as he expected to 
deliver the same at the sale. 

After I had been in the auction business for 
some time I was solicited to conduct a standard bred 
horse sale of very high class trotters. The man who 
employed me said, ''Can you conduct a standard 
bred horse sale?" meaning, ''Do you understand ped- 
igrees of standard bred horses?" I told him I could and 
would be glad to take care of his business. After I 
had assumed the responsibility of said sale it began 
to dawn upon me that I had bitten off more than I 
could chew. I had never conducted a sale of this 



20 HIGH LIGHTS ON AUCTIONEERING 

kind, so I got busy and secured all the stud books 
and familiarized myself with the breeding of each 
animal and their speed records on the turf. Then I 
wrote my speech the best I could and memorized it 
thoroughly. There is no telling how many times I 
spoke it aloud to an imaginary crowd at a horse sale. 
When the sale day arrived I delivered the talk 
very satisfactorily to all concerned. In fact, I was 
complimented on my opening talk. That was three 
weeks of real hard work, but it was schooling for 
me. I have done the same thing many times since, 
and from real, practical experience I can recommend 
this as the best and quickest method of learning to 
make opening speeches at public sales. 

It is not always necessary to open a sale with a 
talk, but it is necessary to be ready for such an occa- 
sion when it is presented. A short talk by way of 
explanation is always in order, with the terms of sale. 
I will quote some pointers that were issued by a 
popular orator of the Treasury Department for short 
talks in connection with the Fourth Liberty Loan 
Campaign: 

''Begin with a positive, concrete statement; tell 
3^our audience something at the start that will imme- 
diately grip their attention. 

"Use short sentences. Try to make one word do 
the work of two. 

''Avoid fine phrases. You are not there to give 
them an earful, but a mind full. 

"Always talk to the back row of your audience; 
you'll hit everything closer in. 

"Talk to the simplest intelligence in your audi- 
ence; you'll hit everything higher up. 

"Be natural and direct. Sincerity puts on no 
style. 

"Speak slowly. A jumbled up mess is a waste of 
time." 

You represent the auction business; don't forget 
this, and don't let your audience forget it. 



HIGH LIGHTS ON AUCTIONEERING 21 

Remember that the audience will have about as 
much interest in the sale as you develop in your talk. 

Always be dignified in all your public v/ork, and 
you will command the keenest respect of your audi- 
ence. 

In finishing your talks, always close very strong 
and sharp, and you will leave the desired impression, 
that you are a live wire. 

^ ->? ^ ^ ^ 
AUCTIONEERS ARE BORN 

There are hundreds of auctioneers in the country 
who could make a better living at almost anything 
else. Then, again, there are hundreds of men who 
could be whirlwinds on the auction block. 

Often you will hear a man say, "That fellow 
would make a splendid auctioneer because he is al- 
ways in evidence with his mouth." It takes a well 
balanced man to hit the ball; curves will be thrown 
from every angle and you must meet them instanta- 
neously. If your percentage of batting is very low, 
another man will take your place. Always bear in 
mind that the auction business is a profession today, 
and, more than that, it is one of the best, and requires 
little or no capital (a wonderful advantage). 

Again, the future will require real clean, well 
posted, rehable men. Why not? When men spend 
a lifetime in accumulating their live stock, farm ma- 
chinery and the necessary equipment to run the farm 
successfully, they will be very particular whom they 
employ to dispose of them. 

Efficiency is the key note today, and the man 
who tries to climb up some other way might as well 
desist, for there is no room for him. 

Many men in active life today were persuaded 
to follow a profession to which they were not adapted, 
therefore the chances of success for them are very 
small. 



11 HIGH LIGHTS ON AUCTIONEERING 

Again I wish to say that auctioneers are born. 
The El Reno Auction School has put some strong 
men in the field, from whom you will hear in the 
future. We always try them out thoroughly to find 
out if they are adapted to the business. 

This article is not written to advertise the school, 
but is one of a number of articles written to convince 
the purchaser of this system that the auction profes- 
sion is one of the best in the v/orld, but it takes a live 
wire to succeed. 

ik ix ik ik ^ 

BOX SUPPER TALKS 

Box Supper Talk No. 1 

Do you know that I was rather anxious to dispose 
of these surprise packages this evening? Well, it's a 
fact, and for a number of reasons. In the first place, 
here is where I get experience, even through a begged 
invitation. In the second place, no doubt you have 
heard that I have chosen the auction route for my 
profession, but if you have not heard it, you certainly 
hear it now. 

I came to the conclusion that I might as well fall 
dead here in securing money for a noble cause as to 
die in the wild and woolly auction business. 

I believe that if I had my v/ay I would re-cover 
every one of these packages so that no one could dis- 
tinguish whose prize was being offered at any time. 
In fact, I do not know but that has been done, but it's 
too late now to care. One thing I do know for certain, 
if you don't have the pleasure of eating with your own 
sweetheart, som_e one else will, and that person might 
be the auctioneer. Nov/ then, don't imagine you are 
the only pebble on the beach. If I see any fellow 
making goo goo eyes at the other fellow's girl, then 



HIGH LIGHTS ON AUCTIONEERING 23 

it's all off, and I'll go to eating at once, and you'll 
find me the eatingest auctioneer that ever disturbed 
a mince pie or blew up a bakery. 

Speaking about safe blowers, or anarchists; did 
you ever see one? Listen, did you ever see a more 
lovely view than a pair of blue eyes hanging onto the 
feather edge of a gooseberry pie, while her pearly 
teeth was digging out the center and gooseberries 
rolling in every direction? At the same time her 
sweetheart was hanging around with a faroff, sickly 
look, crying, ^'I'm the fellow who wrote ^Ta Ra Boom 
de Ay.' " 

Excuse me, it's too deep a subject for me to tackle ; 
I'm gone. Isn't this a peach? How much am I 
offered for this first package? 

Box Supper Talk No. 2 

Ladies and Gentlemen: 

I am very well pleased to have the opportunity of 
disposing of these well selected and neatly arranged 
packages. I can see plainly, the lady from the time 
she begins to plan the package, that no doubt will be 
an agreeable surprise to the lucky buyer. Usually, if 
she has a sweetheart, she may prefer that he buy it; 
and, do you know, sometimes I think she puts a mark 
on it, or arranges it some way that Jack, or John, or 
Charley, or whatever his name may be, really knows 
the box as soon as it comes up for sale. Sometimes 
there may be two men who claim the same package. 
Then there is a "hot time in the old town tonight," 
and prices go up. I believe I would cover all the boxes 
with wrapping paper so that no one could recognize 
any of the boxes. Then there would be something 
doing. 

These box suppers have more significance attached 
to them than most people realize. The man who sells 
them gets the auctioneer's habit. The man who buys 



24 HIGH LIGHTS ON AUCTIONEERING 

them either wishes that he was young again, or is 
looking for a sweetheart. The man who has a sweet- 
heart certainly looks bad enough, and if you will care- 
fully watch the performance here this evening, after 
the packages are permanently located, you will see 
more goo goo eyes than you have seen for many 
moons. 

Well, this is a box supper, and if anything serious 
happens, blame the auctioneer. 

Box Supper Talk No. 3 

Ladies and Gentlemen, Boys and Girls: 

Every last one of you turn your hungry faces this 
way and I'll paint you a picture of a real bakery, that 
has just moved in. This is the only bakery in the 
world that bakes doughnuts with holes on both sides 
and perfectly round in the middle. The m.ore you eat 
the more you want. The name of this bakery is the 
Bake Light Bakery. 

We have sponge cake here in this stock tonight 
so light that a fly won't light on it, especially in cold 
weather. We have short cake and long cake, all made 
from the same dough. But, listen! You want to 
feast your greedy eyes on the mince pies we are put- 
ting out. This bakery against the world on mince 
pies. These pies will not only satisfy hunger, but 
they will cure all manner of diseases, such as rains, 
pains, strains, carbuncles and warts. Now then, if 
you believe that you are certainly an easy mark. 

Apple pies next! What about them? Say! that 
is where we shine. We are the only bakery in the 
w^orld outside of Calumet and Harts Gravel, Ala., 
that bake our apple pies upside down. None of the 
rich flavor escapes. It just can't get away. Oh, boy! 
Juicy? Oh, man! They put color on your face and 
polish your teeth, so they will have the color of Jap-a- 



HIGH LIGHTS ON AUCTIONEERING 25 

Lac. Isn't that going some? What more do you 
want? 

Did you say fruit cake? I hope so. We had them 
in stock for more than sixteen months. The older 
they get the slower they sell, and finally, we unload 
them to the gum factory at an awful price, and they 
make them up into Tutta Fruta. But you are not 
chev^^ing gum tonight, so I will endeavor to bring to 
you the freshest and most delicious packages of eats 
that the Bake Light Bakery 3W5 ever put out. 

Well, we must have our iQV i/as we go along, but we 
must not forget that the revenue we derive from these 
packages goes for a good cause. Let's give it a real 
boost tonight, and at the same time have enough fun, 
so we can go home tonight and tell them what made 
the wildcat wild. Please hand me package No. One, 
and see who the lucky man will be. How much? 

Box Supper Talk No. 4 

A Goody Clean Story for a Box Supper or Pie Supper 

There was a young man whose parents died some 
years ago and left him a great fortune. He was the 
only heir and so inherited the whole estate. He lived 
several years in the old homestead or mansion alone. 

He often thought he would get married and bring 
his wife to the home of his childhood, but the years 
rolled by and he was really becoming an old bachelor. 
One day, however, he met the one of his choice and 
they were married. 

He had repainted and decorated the mansion for 
his new partner in life. The day he brought her to 
her future home he said, "My dear, what is mine is 
yours. Here is where I was born and here we will 
dwell as we go down the stream of life together. I 
will turn the keys over to you. There are no secrets 
here with the exception of one room, and the door to 
that is locked. Please don't ever ask to enter there. 



26 HIGH Liu \T AUCTIONEERING 

You can never see the inside of that room, and I will 
always carry the key to that one door." 

"All right/' she said, "I care nothing for that 
room. It has no attraction for me." But a woman'? 
curiosity, you know, began to manifest itself. One 
day she said: 

"John, dear, do yo^ "mow I can't sleep, for I am 
worried about the con .ts of that room. Won't you 
please, please tell me -; t is in there?" and she kissed 
his forehead. ~'j^"" 

"Well, dear, if y ^^.ust know, here goes. That 
room is filled with cht/^ ." 

"Cheese!" she exc ..med. 

"Yes, cheese. EV ly time I had a sweetheart I 
put a cheese in that r ^m until it is filled to the top. 
Now, dear, don't cry iTou are the only one I ever 
loved." 

She began to cry and said, "Oh, John, John! That 
is not what I am crying about. If I had saved a loaf 
of bread for every man who has kissed me we would 
have bread and cheese enough to last us the rest of 
our natural lives." 

So we are not going to tell you any more secrets 
at this time, and you will have to await further devel- 
opments. If you buy one of these bargains the lady 
will tell you the rest while she dines v/ith you. This 
is the first cheese, and the door is open. Who will be 
the first lucky man? Isn't that a dainty package ! . 
Say, man, how much for this one? 

Note — I do not favor the telling of many stories at auction 
sales, however there are occasions where a good, clean story 
would Hft everybody a little and put new life into the sale, 
especially where there seems to be little interest on account of 
undesirable offerings. Again, there are many sales that require 
no opening talk except a description of the goods and the terms. 
But a new auctioneer in a territory where he is establishing 
himself would do well to open his sales with a talk by way of 
introduction. We have arranged these talks very carefully. 
The writer has heard many of them delivered on the block by 
students of the El Reno Auction School. 



HIGH LIGHTS ON AUCTIONEERING 27 

OPENING TALK BY A STUDENT 

Ladies and Gentlemen: 

Some time ago I came to the conclusion that a 
man can't succeed with his hands alone. That he 
must expect to make it with his head. However, he 
must be ready to use his hands, whether on the farm, 
in the office, in the shop, or on the road. The man 
who doesn't think will not succeed. The man who 
doesn't know values is a poor buyer. The man who 
doesn't know and understand human nature is a poor 
seller. So it makes little difference what legitimate 
"channel a man may pursue in life, he must be a livef, 
modern, up-to-date thinker. If he would grasp the 
situation and conditions of things as he finds them in 
life, and use the proper diplomacy in line with ad- 
vanced civilization, the world will pass on you and 
you, and you, and me; you can not pass on yourself. 
No, they may accept you, they may not want you. 
The best capital a man can produce today is a good, 
clean character, sober, reliable, honest, backed up 
by unlimited energy, and Christianity. 

That kind of man needs no introduction. He will 
hold the fort, and last, and stay, while the other is 
short-lived and must go. There is a great shortage on 
good ones. I'm wise enough to see that, and if the 
rounds in the ladder don't break, believe me, I'm 
going up, for I know there is plenty of room at the top, 
it's never crowded up there. They are waiting at the 
bottom for hand-outs, but not at the top. 

Now then, what do you suppose I'm driving at? 
I'll tell you. I have just made a decision of my life, 
and I believe I have found it. Found what? Found 
the road that will make life most congenial for me to 
travel. It's the auctioneer's route. I have always 
had an ambition to learn the profession. I have great 
confidence in Col. Gutelius, who is giving me the un- 
written work. I'm thoroughly satisfied with his sys- 



28 HIGH LIGHTS ON AUCTIONEERING 

tern, it's absolutely practical and encouraging to me. 
His first lessons are honesty, reliability, in fact, Chris- 
tianity. 

I didn't think a man could be a Christian and a 
good auctioneer. Now I don't think a man can be a 
good anything without being a Christian. Well, if he 
doesn't show up here soon I'll start this sale. I won- 
der what he wants me to do with these dishes? I 
know what he would do with them if he was here. So 
what's the matter with me? What shall I do with 
them? 

In the first place, it would be well to pick out all the 
cracked and damaged dishes, and a few good lookers, pile 
them on a table close together, leaving the impression that they 
are there for sale. Just when the auctioneer has completed the 
above talk which winds up with "What shall I do with them?" 
then turn loose with his cane and break every dish in sight, as 
quickly as possible. It would make it a little more interesting 
to have two or three old jugs on the table with the dishes and 
break them too, then make a dive for the good dishes, then 
stop and invite the people to come in, the water is fine. Then 
begin the sale. 



HIGH LIGHTS ON AUCTIONEERING 29 

OPENING TALK BY A LIVE STUDENT 

A Great Many of These Talks the Writer Carries 
Clear Through a Sale, Giving Every Word Spoken 
Until the Finish of the Sale. It Is Not the Calling 
Bids and Lingo of "$L00, $L00, $L00, Who 
Will Make it the Half?'' and so on that 
the Student Needs Most; That Comes 
Easy from Hearlns: Many Auction- 
eers, It Is Strong Personality 
and Convincing Power. 

Ladies and Gentlemen: 

X 

I don't think any one could surprise you more than 
your humble servant will when you listen to his tale 
of woe. About eleven years ago I landed in this ter- 
ritory and, strange to say, I have been here ever since. 
I have seen the hot and the cold, the wet and the dry, 
in fact, I have seen all the climatic changes here that 
can come to any country, and, do you know, I am 
foolish about this place; so I have just decided to 
stay. 

However, I love to think of the home of my child- 
hood, old Georgia. But I have pitched my tent in 
Oklahoma and here is where our children will mold 
character, and it is up to us to come clean and make 
this country worth while. 

Some years ago I concluded that some dav I will 
be an auctioneer, and I will be a sjood one. I believed 
then that I had the mettle that it takes to make good 
ones. 

I visited the El Reno Auction School and they 
soon convinced me that if I would do my part they 
had the system that would do the rest. Today I 
come to break the news that I am in the auction busi- 
ness, and you will have me to contend with in the 
future. 

J expect to ask for some of your sales and I expect 



30 HIGH LIGHTS ON AUCTIONEERING 

to be able to deliver the goods. I may not be able to 
bite off their heads and eat their entire bodies at the 
first attack, but you may just as well make room for 
another auctioneer in this territory, for I have come 
to stay. 

Listen to the terms of the sale and this new sub- 
marine mil make her first dive. (Terms.) 

Here Are Some Real Good Ones. Read Them Over and Over. 
You Must Have Them to Win. 

The auction business today is a profession. Every man who 
employs an auctioneer wants the best. What is the matter 
with your being the best? How can we be efficient and worth 
while? Please get this. There is a premium today on real 
clean live wires. There are not many on the market. No pro- 
fession needs them more than the auction business. If you 
expect to be an auctioneer, make it a life study. Be an author- 
ity on values. Familiarize yourself with everything that is 
likely to come into the sale ring. Know the value of everything 
you see daily, and it won't be long until it will surprise you 
how soon one can familiarize himself with the real values of 
furniture, farm machinery, real estate, live stock, etc. 

Know your part well. Win the confidence of the people and 
never do anything to destroy it Then jump into the whirlwind 
of speed and money and you will get your reward. 

i^ t^ t^ i? i? 



MY FIRST SPEECH AS AN AUCTIONEER 
/ Wrote This for a Student of the School 

Ladies and Gentlemen: 

There is always something new under the sun, 
especially in these days of war and rumors of war. 

About the worst thing that ever happened oc- 
curred to me on the 2 2d day of May, 1917, in El 
Reno, Okla. 

In the first place I felt something crawling up my 
backbone that gave me a wild and woolly sensation 



HIGH LIGHTS ON AUCTIONEERING 31 

and made me want to tell it to them loud and strong. 
What do you think it was? Listen, and I'll tell you. 
It was the auction bee. Say, it was not the first time 
this bug had ever irritated me. This insect has been 
buzzing around my noodle for years. Well, I just 
squared myself and said, "Come on in, old boy, the 
water is fine, and I'll try you out." 

I have been a citizen among you people in 
this county for more than eleven years. I came 
from Nebraska, where I was born. I am glad 
to tell you that Oklahoma looks good to me and I am 
here to stay. Some of these days in the near future 
I'll ask you for some of your public sales, for I surely 
am going into the auction business. 

They tell me that auctioneers are born. Well, 
that's right. So is everybody else. I am not certain 
whether I was born in the dark or light of the moon. 
One thing I know for a certainty, I was there with 
the big mitt. But what has the moon got to do with 
it, anyway? Let's talk business. 

I joined the El Reno Auction School on Wednes- 
day, May 2, 1917, and you can bank on me coming 
alive, and giving my time in learning how to sell your 
future offerings for the highest dollar. 

Today we have a good offering which sells without 
reservations. Catch these terms and we are ready 
to cut loose. 



32 HIGH LIGHTS ON AUCTIONEERING 

A GRADUATE OF EL RENO AUCTION SCHOOL 

He Ships a Car of Horses to Georgia, the Home of 

His Childhood, and Sells Them at Auction. 

The Following Is His Opening Talk, 

Arranged by the Writer 

Ladies and Gentlemen: 

Somehow I feel strangely warm today, and when 
I explain the circumstances to you, when I make plain 
my coming down to good old Georgia to conduct this 
important auction sale, in the home of my childhood, 
then you can easily understand why there is so much 
significance attached to this, my first sale in the sun- 
ny South. 

There is an old and beautiful song entitled, "Some 
Day I'll Wander Back Again." I appreciate that 
song because I'm at home today. Ten years ago I 
left this good old state and wandered north to find 
some undeveloped country. I succeeded in finding 
it, and I am permanently located in Oklahoma. 

All these years I have been anxious to become an 
auctioneer. A few years ago I met Col. Gutelius, 
President of the El Reno Auction School, at El Reno, 
Okla., who at one time was President of the Interna- 
tional Association of Auctioneers, and also President 
of the Oklahoma Association. He was conducting a 
public sale, and he then told me that T had the ear 
marks of the making of an auctioneer. Well, to make 
a long story short, I am a graduate of said school. I 
I earned a diploma, and since then I have conducted 
many important auction sales in Oklahoma. But 
what has that to do with this sale? We will visit 
later, but now I will attempt to show you that we 
have a real horse sale here today, and we will give 
the rest of our time to the disposition of this offering. 

Each animal or team as they enter the ring will 
be accurately described and are guaranteed to be just 
as recommended. We will sell them just as high as 



HIGH LIGHTS ON AUCTIONEERING 33 

we can; you buy them just as low as you can. There 
will be no by-bidding ; it will be a clean sale and each 
animal will sell on its merits. Every animal that 
comes into the ring must sell if you bid on it. 

Now then, I have given you our system of con- 
ducting this sale, so will proceed to give you the 
terms. Then you can take these horses to their new 
homes, and I trust you will treat them as well as we 
do in Oklahoma, where we produce horses and mules 
for the markets of the world. The terms are strictly 
cash. Bring in a span of those blacks and I will show 
you their new owner. 

^ This horse sale talk can be used with some changes for a 
horse sale almost anywhere. There are many talks in this book 
that with slight changes may be used on many other occasions. 
There really are no two sales just alike, so if this talk or any 
other in this book suits the occasions you m.ay rewrite it, giving 
to it local color and setting. This rewriting will be an aid to 
memorizing it. 

The student who sold this car of horses in Georgia devel- 
oped into a successful auctioneer. 

•i^ ^ ^ ^ ^ 

POINTERS FOR YOUNG AUCTIONEERS 
And They May Be a Help to Older Ones as Well 

To most auctioneers, especially those who make 
a specialty of farm sales, there will come dull seasons, 
so I will drop a few hints that I have dug out in my 
many years of experience, as to how to fill in these 
dull times with some profitable business. 

There was a time, before war prices began to 
prevail, that I was well posted on the prices of no- 
tions, dry goods, clothing, books, stationery, and such 
things. I always had a snap in reserve and stored 
away, ready for a sale any time I might need the 
cash. Prices are gradually coming back to normal, 
so it won't be long until the same opportunities will 



34 HIGH LIGHTS ON AUCTIONEERING 

knock at your door, and I rather think they will be 
better than ever. 

In the first place, I secured the catalogs of all the 
leading wholesale houses and looked them over care- 
fully, familiarizing myself with the prices of all the 
lines of goods that I cared to sell at auction. Let me 
give you a list of goods suitable for such sales: Lace 
curtains, towels, handkerchiefs, job lots of ladies' 
waists (these I could usually find at any wholesale 
dry goods house), men's shirts, rain coats, ladies' 
dress patterns that are manufactured specially for 
auction sales, glassware, shears, razors, spoons, combs, 
suspenders, pins, safety pins, stationery, lead pencils, 
and many other articles, but this is enough to give you 
an idea of how to stock up. There are several houses 
that make a specialty of selling to auctioneers. 

Get catalogs from Montgomery Ward, Sears Roe- 
buck, Butler Brothers, Chas. B. Rouss of New York; 
get acquainted with all the prices so that at any time 
you can walk into one of the best dry goods stores and 
ask the proprietor if he has any snaps for you; that 
you intend having an auction sale of merchandise on 
the streets, and will sell the goods for him on commis- 
sion or will buy them from him outright, it makes no 
difference to you. 

He may say, "Yes, we have a stack of boys' suits, 
about thirty suits, that we can't move, and we need 
the money." 

You could say, "If you make the price right, you 
have sold them to me." Now, it is necessary for you 
to know what is risht, so that you can sell them at 
auction with a good profit to yourself. Tell him to 
put on his dead bottom price (always do this before 
you m.ake him an offer. Then if he makes a good 
cut, count on splitting it half in two. Tell him the 
prices at which new goods of that kind may be bought 
today. (Here is where your knowledge you have 
secured in the different catalogs comes in good play.) 
No merchant wants to give away his cost mark, he 



HIGH LIGHTS ON AUCTIONEERING 35 

very likely thinks you don^t know what his goods 
cost, but w^hen he learns that you are thoroughly 
informed on prices it will surprise you how he will 
warm up to you, if you are a live wire in the auction 
business. 

One day I was disappointed in not receiving a 
batch of goods I expected for a street sale. I believed 
I could go out and find something, so I went to a 
first class clothing store and asked the proprietor if 
he had a job lot of anything he wanted to sell. 

''Yes," he said, "I have. I bought two hundred 
men's shirts some time ago, but I can't sell them, be- 
cause they are soiled. They were a traveling man's 
samoles and soiled in handling, but they are high 
grade goods. I bought them for twenty cents each." 
Then he said he had about twenty-five men's suits, 
in light colors, and about thirty two-piece boys' suits. 
I made him an offer, but we were far apart. Then I 
bade him. good day, but as I started out he called me 
back and said, ''I sure want to sell those suits and get 
them out of the stock. What will you give me for 
them?" I told him I would cut his price in half. Just 
as I started out again he called me back and said, "The 
suits are yours." 

Less than two hours after the purchase I had sold 
the outfit at auction on the street to the tune of $40 
profit. I have done this many times, and I believe 
the time is soon coming when there will again be a 
real harvest in general merchandise for the auction- 
eers who will adjust their methods to the times. 

By perusing the catalogs practically from cover 
to cover made me adept in the description of such 
S"oods, and enabled me to bring out all their good 
points and make a good selling talk. You may do 
the same. 

When I had a large consignment of goods to sell 
I usually secured several good colored singers, and 
put on some high class music and songs. I never 



36 HIGH LIGHTS ON AUCTIONEERING 

cared for any of the low vaudeville stuff that some 
use to draw a crowd. 

In purchasing such a job lot as I have described 
above to sell the same day, I usually borrowed a trunk 
or two or three, as I needed, out of which to sell. 

-c^ ^ ^ -it i? 

A UNIQUE TALK FOR A STREET SALE 

This May Be Your First Attempt in Your Home 

Town, But It Will Secure a Crowd in Any Town 

It Must Be Spoken Slowly, With a 

Far-off Look Until You Have 

Secured Your Audience 

^'Hello, Dan! Hello, Dan! Dan! Dan! Hello, 
Dan! Did you ever hear of Dan Patch? Certainly 
you did. Well, he was the fastest harness horse in the 
world. He always seemed to have a storage battery 
hid somewhere when he needed power. When he was 
in fast company and they tried to smother him; when 
competition for the prize Vv^as thick around him; when 
to the casual observer it looked gloomy for Dan, then 
Dan touched the storage battery, and the whole ma- 
chine was in gear and the race was on, 

"Dan Patch was one of the greatest in the lower 
animal kingdom. But there's another Dan whom 
you should get acquainted with and he is not a horse, 

though it may be a ^horse' on you. This is Dan 

I am talking about, who will develop every part of 
his being that goes to make up the livest and most 
modern auctioneer in the Southwest. 

"This idea of auctioneering has been in my cra- 
nium for some time; and when I investigated thor- 
oughly I found it a profession worth while, and a 
profitable business, considering that you have to in- 
vest no capital. 

"I like the outdoor life. I like the farm and live 



HIGH LIGHTS ON AUCTIONEERING 37 

stock. I like real estate and merchandise sales. I 
like the whole program of the auction business. 

^'I expect to be clean, win the confidence of the 
people and keep it, so that you can afford to boost 
for me and say to the world, ^He's a live wire/ and 
that we say we do, we do. 

"I have completed a course in the El Reno Auc- 
tion School, where only the live ones can stay, where 
they teach the practical part, where they come alive 
in public sales. 

^'This town always looked good to me. I ask 
you to stand by me as you have stood in other days 
ahd I will prove to you that Dan is a sure money 
getter on the auction block, and that this sys- 
tem of auctioneering is in Hne with modern civili- 
zation. 

"Today we have a fine offering. Listen to the 
terms and the balloon goes up. 

This talk was written for one of the students of the El 
Reno Auction School, for a man whose name was Dan. It 
could be adjusted for you just as well. Try it. The call 
at the beginning of "Dan! Dan!" etc., should be spoken 
very loud and slow, as though you were really calling some 
one a block away. At the same time paying no attention 
to the crowd until they are gathered up around you; then 
cut loose. 

it it ^ iz i:^ 

"OCCUPY TILL I COME" 

St. Luke 19:13 

No business of any importance was ever con- 
ducted but that had its dark places and thorns, its 
steep hills, its cloudy days. In the game of life you 
can make plenty of money if you are real ambitious, 
a hustler, and practice economy, without any ac- 
quaintance with God. You can acquire an education 



38 HIGH LIGHTS ON AUCTIONEERING 

in science and art. You can possibly attain high 
honors in the auction profession without God. You 
may obtain a wonderful reputation as a politician, 
a financier, a social leader, but after all, reputation 
is only what the world thinks of you.. 

But what about character? How can you build 
that if you are not acquainted with God. Take it 
from this converted, saved auctioneer, that, to get 
your proper bearing, in finance, in politics, in all the 
legitimate avocations of life, you must know God 
in order to build a good and noble character. 

Sometimes we hear some one singing in a jocular 
way the song, ''Let the Women Do the Work." Do 
not forget the great army of Christian mothers in 
the background, who have no time for the Belshazzar 
dances, cards, society birds, the modern games and 
amusements, but engaged in the biggest business in 
the world, watching the steps of the little ones, 
giving them a vision of the Christ, building real Chris- 
tian character, to make it possible for this old world 
to hold its equilibrium a while longer. 

In a parable that came from the lips of the Man 
of Galilee are these words, ''Occupy till I come." The 
people of that day said, "We will not have this man 
to reign over us." A little farther on you will read, 
"And it came to pass." 

Several times in this book I speak of gospel team 
work. I have a desire in my heart that T may be able 
to find a gospel team of about seven real consecrated 
auctioneers. Such a team, if they really have the fire 
could sweep this country for God. The world is 
ready for old-time religion. They have had almost 
everything else. 

Dear auctioneer, if this appeals to you, pray over 
it. You might be one of them. I will not be surprised 
if I receive letters from men who are ready to say to 
the Master, "I'll occupy till you come." So be it. 
Drop me a line. 

J. P. GuTELius, El Reno, Okla. 




< S g 

< -^ ** 
> o -^ 

H h '^ 

PL, %> 



o 









HIGH LIGHTS ON AUCTIONEERING 39 

SOME GOOD POINTERS IN THE SOLICITA- 
TION OF IMPORTANT SALES 

The W. F. and J. E. J Sale 

Thursday, May 20, 1920. While writing copy 
for this book I am thinking of four public sales that I 
am to conduct next week. The dates of these sales 
are May 25th, 26th, 27th, and 28th. They are all 
important events. Instead of heading this article, 
''How to Conduct Public Sales,'' I will head it, "How 
I Secured, Advertise, Operate, and Will Conduct the 
W. F. and J. E. J — - Sale," in Kingfisher County, 
Oklahoma on Wednesday, May 26, 1920. (Remember 
this is not theory, it is practical, it is hitting the ball.) 

In the first place, an auctioneer must be a live 
wire, and when he hears of an important auction sale 
that is outside the territory in which he usually does 
business, it is up to him to find it and land it on his 
list. 

On May 18th, in the evning, I was informed that 
an important public sale was brewing about twenty- 
five miles away in Kingfisher County. The probabil- 
ities were that another auctioneer, who was the favor- 
ite in that section of the country, would be employed, 
and the date would be fixed the following day; how- 
ever, I was informed that up to the present no one 
had been employed. 

The friend who informed me of the sale advised 
me to see the parties early next morning. I decided 
to see the man that night, and in about half an hour 
was on my way. (I always made it a rule, if I was 
going to a sale, and there were two trains going that 
way to take the first one, for fear the second might 
be late.) 

I reached a town about fourteen miles on the way, 
where the auto took a fit that lasted about two hours, 
but finally got over it and was on my way again. The 
roads were muddy and in bad condition so it was late 



40 HIGH LIGHTS ON AUCTIONEERING 

in the night when I finally reached the place. I 
tooted my horn in front of the house and the two 
brothers came out to see who had the nerve to hit that 
road at midnight, and the following dialogue took 
place : 

''I understand that you boys are intending having 
a public auction of your farm and live stock? How 
about it?" 

^'Well, that is just what we are intending, and we 
expect to bill the sale in a few days/' they said. 

In the meantime the driver of the car, who under- 
stood, stepped out of the car and away. (I learned 
long ago that you can not do business at long range, 
especially when the parties you are soliciting are more 
favorable to some one else.) 

I called the brothers close to me, as I sat inside 
the car and began as follows. ''I learned in El Reno 
this evening that you were about to bill this sale and 
sell this farm at auction as well as the live stock and 
implements. Now then, I made this twenty-five mile 
drive solely to secure this sale. If I were not a prac- 
tical auctioneer and did not understand the values 
of land and live stock, I might have some hesitancy 
in asking for this sale. Then again, you must admit 
that I have the confidence of the people of this terri- 
tory." 

^'Well," said the men, 'Svhat are your terms?" 

I would like to mention to the reader that this is 
an important point in this pream_ble, especially when 
the sale was located in the territory of a man who 
was conducting public sales at one-half per cent less 
than your humble servant. (A man must have estab- 
lished prices in any business, and especially in the 
auction business.) Right here I learned that the 
difference between the other auctioneer and I was the 
one-half of one per cent, and I governed myslf ac- 
cordingly, as follows.) 

He continued, '^Give me your price and I will see 



HIGH LIGHTS ON AUCTIONEERING 41 

the other man tomorrow, and the lowest man gets 
the job." 

Now it was my move, and I said, "Listen to me. 
You know that my prices are two per cent to every 
man." 

He said, ''Yes." 

I continued as I climbed out of the car, 'Xet us go 
in the house and write these sale bills up tonight, and 
I will charge you one and one-half per cent to sell the 
live stock, machinery, etc., and two per cent to sell 
the half section of land. Should anything occur that 
the land should not sell, then I would want two per 
cent for the sale of the live stock. I'm sure that 
would be fair and perfectly satisfactory to you." In 
the meantime we were walking toward the house, 
where I was soon seated at the table, where I called 
for a tablet to write up the sale. It was furnished 
and I secured the job. If the land and all sell it will 
mean $400 for a few hours' work. 

The waiting game is a thing of the past. The 
field is full of live wires and they appreciate your 
coming. 

All this work was done in a clean way. Nowhere 
in this book will you find a suggestion of criticising 
a competitor, or of being a party to any unclean 
thing. There is a premium today for auctioneers 
who will win the confidence of the people and keep it. 

^ ^ t!r ^ i!V 

FIRST PUBLIC TALK 

By a Student at a Furniture Sale in a City 

Ladies and Gentlemen: 

I believe a word by way of explanation before we 
open this sale would be in order. 

There are many of you people whom I have met 
while I was associated with other lines of business in 



42 HIGH LIGHTS ON AUCTIONEERING 

this city, but I am not sure that I have ever met you 
in the capactity of an auctioneer. It might not inter- 
est you to know that I left old Kentucky about twen- 
ty-five years ago, and for more than fifteen years 
have been a resident of your beautiful city, and it 
might be of less interest to you to know that I found 
my better half in your town more than twelve years 
ago. Now, really, don't you think that ought to iden- 
tify me, especially if I can deliver the goods? 

I notice that there are a number of lav/n auction 
sales today in the city in the residence districts. I 
really should have begun these sales ten years ago, 
where the representative people will not hesitate to 
go, and where they can attend a real auction sale and 
see the offerings before they are disposed of, and get 
posted on real bargains. 

Every city of im_portance in this country has an 
established auctioneer who is absolutely reliable and 
ready to give bank references, and is bonded, so that 
you have no need to hesitate in consigning your offer- 
ings to their care in the way of sale. In this ifianner 
we come to your home and advertise a sale, conduct 
the same on your premises, where the representative 
people do not hesitate to go, and secure the highest 
dollar and dispose of your property with such neat- 
ness and dispatch that it will be a joy forever. We 
expect to make this a specialty and solicit your fu- 
ture business. 

We have a splendid offering here today of high 
class furniture and rugs, and while we give every one 
an opportunity to look them over carefully, we would 
like to notify you that this sale will be noted for 
speed. (Terms, etc.) 

Note — ^There is no question in the mind of the writer, v/ho 
has had considerable experience in this line of work, that there 
is a great field in every large town for a few live wire auction- 
eers to take care of the residence districts, in disposing of fur- 
niture, autos, or any other offerings on the premises. It will 
save much expense, will sell them for more money, and when 



HIGH LIGHTS ON AUCTIONEERING 43 

the sale is over the cash is ready. Again, people will go to a 
sale on the premises who positively will not stand on the street 
or in an auction house and buy. That means strong competi- 
tive bu)^ers, especially if you have desirable goods to offer. 
Everybody likes to attend an auction sale if you have an inter- 
esting offering and an entertaining auctioneer. 

^ -ir -it -u^ ^ 

THE LINGO THAT GOES WITH AUCTIONING 

In calling bids in an auction sale it has always 
been customary to use a certain lingo. For instance, 
the first bid is one dollar, then the auctioneer begins 
rapidly "Makitthetwo," instead of Make it the two, 
then when the bidder makes it two, "Makeit the three 
follows in rapid order. The precedent was estab- 
lished early in the history of auctioneering to speak 
rapidly, and a great many auctioneers cultivate their 
vocabulary so they can spin out a conglomeration of 
words so that you will have to be well acquainted 
with them in order to understand and follow them 
intelligently. It is true that speed is a great asset 
in auctioneering. You will notice that I capitalize the 
rapid system of ''DO IT NOV/!" at every opportu- 
nity in this book. Yet I am trying to do avv^ay with 
so much lingo, by getting the audience thoroughly 
acquainted with the quality of the goods, and en- 
thused with the bargains, owing to the low prices, 
then the advantage of laying in a supply so that you 
will have them when you need them most, and that 
problem will be settled, and so on, until the break 
comes and people begin to hold up their hands and 
you hear them calling from every direction, 'T'll take 
one!" Then you can continue talking as rapidly as 
a machine gun in action — but the main thing is to get 
the goods out so that there will be no slacking in the 
speed of the sale. 

In a sale like this hundreds of people buy because 
they are interested by seeing their neighbors buying. 



44 HIGH LIGHTS ON AUCTIONEERING 

and it is your business to keep up the interest, even 
if you have to give away an article occasionally. 

Did you ever notice, in real estate, after a prop- 
erty has not changed hands for years, and finally it 
sells at a good price, people become interested, and 
often say,, 'I wish I had known that property was for 
sale; I would have bought it." After the first sale 
everybody wants it, and it is no trouble to sell it again. 
The fact is, the neighbor v/ho has lived in close prox- 
imity to the old home that is selling and changing 
hands so often, had slept on his rights and did not 
dream that there was a bargain right at his door 
until a live wire real estate man dropped in and made 
$500 profit on the first pass, then the next made S400, 
then Neighbor Jones, who pays the freight woke up 
and got into the game. So I say to the reader again 
(from practical experience), in the opening of any 
sale of good value, take your time in demonstrating 
and showing in detail the value of the articles or stock 
you have for sale, and then make quick deliveries. 
Enthusiasm is almost as contagious as disease in the 
auction room, especially if they are convinced that 
it is a clean deal and the bargains are there. 

I believe the time has past for the by-bidding, 
grafting auctioneer — there is a real premium for the 
man on the block who can always find his bidder to 
the satisfaction of the crowd. 

Years ago I attended the Illinois State Fair at 
Freeport. There I met a number of foreigners, some 
of them Polanders, and I had one of them write a 
lingo for me, that I memorized, and have since used 
quite often in public sales, especially when some for- 
eigner tried to make sport of the auctioneer by pull- 
ing off some conglomerated mess of words which no 
one but himself understood, trying to be funny. If 
the auctioneer can return the compliment instanta- 
neously with just a litle more speed and comedy, he 
is always considered master of the situation and will 
have clear sailing. Here is the lingo: ''Du-pon-crep- 



HIGH LIGHTS ON AUCTIONEERING 45 

sky pa-sa-ah. Set er-etsky set-er itesky set-er ootsky, 
frons-osy-kabullio." Again, (Pennsylvania German) 
"Hite sen meer doe, iver-morria ni yorick. So gate 
de weld room." 

In selling a horse we have thirty dollars to start. 
The auctioneer who is much on lingo begins: "Thirty- 
ka, makita five, makita five. I got the five, makita 
six, makita six. I got the six, now the forty. I got 
the forty, makita five. I got the fortika five, makita 
six, sidika six, sidika seven, sidika eight — I got the 
nine, makita fifty." And so on down the line as fast 
as possible, and then sell while the interest is on. 

The fastest work, no doubt, is in selling merchan- 
dise. Many of the articles are small and the sale 
would become very monotonous if it was dragged 
along slowly, but if sold like a storm, goods flying in 
every direction, and quite frequently a few articles 
thrown away without selling, the crowd will stay until 
the cows come home. 

An auctioneer must adjust himself and his meth- 
ods to circumstances, and at the same time ever keep 
himself in line with the interests of his employer, and 
as much in the protection of his buyers. To do this 
he must be an automatic machine, but ever remember- 
ing, as I have mentioned elsewhere, that his reputa- 
tion travels parallel with the values for which he sells. 

I have sold tons of books, on the street and else- 
where. At one time I employed two colored singers. 
I never handled yellow back literature. All the books 
I sold would be a credit to any library. The singers 
were the best I ever heard and most of the songs 
were sentimental or religious songs. One of their fa- 
vorite songs was ^The Holy City," and while I was 
not a Christian then, I often wished that I were when 
they sang this song. But here is the thought that I 
wished to touch upon in this article on "lingo," and 
the best methods of selling fast and satisfactorily: 
In my opening talk, as well as the special talk for 
each book, and set of books, I took a bold stand 



46 HIGH LIGHTS ON AUCTIONEERING 

against all yellow back literature, coming as it does 
into the homes of this generation of boys and girls, 
on whom rests the destiny of the church, the home, 
the country. 

I proved all this to the minds of my audience 
through burning illustrations — of criminal boys and 
girls, who had feasted their minds on bad literature, 
which is one of the Devil's magnets in drawing the 
soul across the dead line ; and when I had covered the 
territory in behalf of good, wholesome books, almost 
every one wanted a book, and the sale was a wonder- 
ful success. The victory v/as v/on, every individual 
knew just what I was selling, and were all reaching 
for the books. It was just a question of how long it 
w^ould take to distribute them. It took only a short 
time to dispose of this load. Again, this bears me out 
in my argument in favor of spending plenty of time 
explaining to the people until they are familiar v/ith 
the quality and value of the articles to be sold. 

There is a good demionstration of this system of 
selling in Madam M. Williams' "Auction of General 
Merchandise." I don't think I could write up a sale 
more practically. You will notice that during her 
selling of such articles as Japanese covers and neg- 
ligee shirts, after her crowd v/as familiar with her 
bargains through her unique way of describing them 
and tossing them out directly to the buyers, she cap- 
tured the whole bunch, and while they held up their 
hands, she recognized them all by counting their 
hands, she threw them out and counted out loud so 
aU could see and hear, as follov/s: one, two, three, 
four, five, six, seven, eight, nine, ten — then the clerks 
on the floor took care of collections — and there was 
a wild time in the old town that afternoon. 

God, in His wisdom never created two things 
alike, and so there can never be two auctioneers just 
alike. Each one has a setting of his own, also a vo- 
cabulary and personality m.ust be different. After 
the student auctioneer has familiarized himself with 



HIGH LIGHTS ON AUCTIONEERING 47 

the pointers in this book, and after he has heard all 
the local auctioneers and some imported ones, possi- 
bly some of national reputation, then he will settle 
down with a fixed purpose and personality all his 
own, and adjust himself to accommodate his custo- 
mers. 

Auctioneers are apt to become conceited, espe- 
cially after they have pulled off a few good sales, and 
so are apt to know less about the profession after 
they have been working at the job ten years than 
they think they know the first year. Never boast of 
your good sales, you may have a bad one tomorrow. 
Your friends will take care of the boosting. 

Many auctioneers have a bad reputation on ac- 
count of their vulgarity, profanity and untruthfulness. 
You know what they call them. Come clean, be stu- 
dious and reliable— and your lingo will come to you 
in due time. 

^ ^ ^ ^ t^ 

A STREET SALE 

Read Notes Below Carefully 

Hello, Bill! Hello, Bill! Say, Bill! Bill! Oh, 
Bill! Bring Bill over here. Bill, are you coming? 
Oh, go away, I don't mean my board bill. No, no, I 
don't mean my laundry bill. I mean the sale bill, so 
I can read the terms and tell you how it all happened. 
This is really the hardest place to do business ! 

About ninety per cent of the men who appear on 
the street to sell, pan out real grafters, and when a 
real clean live wire comes out he's up against a snow- 
bank, but let's forget it and talk about something that 
is worth while. I am glad the day is coming when 
everything that must be closed out or disposed of will 
be sold at auction. It does away with the middle 
man, and the articles sell on their merits. 



48 HIGH LIGHTS ON AUCTIONEERING 

You will notice that I have an excellent line of 
merchandise, in the way of dry goods, notions, etc., 
and you can expect one of the liveliest street sales 
that has occurred here for many moons. 

Here I have some towels. I need not tell you 
what they retail for. Instead of selling you one of 
them, I will sell you three. Look them over carefully. 
All three go together. How much am I offered for 
the bunch? Say, what are you trying to do? Are 
you going to dry your face by solar evaporation? I 
hope not. That's the way they make salt. You don't 
want to become a pillar of salt, I'm sure. Do you? 

Remember, I never told you what these towels 
cost, and, more than that, I never will. The lady 
said fifty cents. I thank you. Sixty over here, and 
seventy by the boy. Eighty; yes, ninety. That's 
enough. Sold. You're too late; this man over here 
bought them at ninety. This man wants three at 
ninety. This man takes three. The girl takes three. 
The railroad man wants six. This man mth the auto- 
mow-hay six. These are some towels. I'll be out of 
the towel business in a few minutes. 

They'll clean the pimples off your chin, 
And make your breath smell sweet again. 
Bring down your nose to natural size, 
And chase the wild hair out of your eyes. 

You may believe all this, but I don't. This man 
says he will take what's left. Now you will have to 
wipe your face on something else. Don't blame me. 

The above is for a street sale. The man who will do the 
selling drives out on the street or locates thereon his boxes or 
platform where he expects to do the selling. He takes his po- 
sition as though he was beginning to sell. He pays litde atten- 
tion to those around him, and his first move is to get a good 
crowd and get them right now. When his goods are all ar- 
ranged ready for the sale, he squares himself and looks far up 
the street as though looking for some one and begins to call 



HIGH LIGHTS ON AUCTIONEERING 49 

out loud enough to be heard a block away, "Hello, Bill! Hello, 
Bill!" Then he looks down the other street and calls again, 
real loud, "Hello, Bill! Hello, Bill!" During this time he 
pays no attention to those around him. He spends about five 
minutes and sometimes longer calling, but it always secures the 
crowd. This is a little strategy in auctioneering. (Any other 
name used in calling would do just as well.) When the crowd 
begins to gather around you then you begin on paragraph num- 
ber one, very slowly still looking over the crowd until you have 
number one completed. Then you pause a minute, and look 
the crowd square in the face, and v/ith a smile say, "How do 
you do? I am sure glad to see you;" looking all around you 
so that you get a square look at every one. Now carefully, 
and not too loud, remember you are talking to those closer in. 
The best way, however, to be sure that all hear you (as I have 
already mentioned) is to talk loud enough for those on the 
outer edge of the crowd to hear you and you will catch every- 
body. 

A street sale of any kind should begin on small things first, 
and continue on same until you have your crowd thoroughly 
established and properly located, and then you are ready to 
sell from a descriptive standpoint. The people have been 
grafted to a finish on street sales. Today they are to buy the 
real article, if you can show them. They have the money, if 
you have the goods. Business from every phase has been 
changed since the world war. Today it is speed and money. 
You show them the real goods and they will show you the 
money. The next on program, a sale of handkerchiefs. 

Now then, ladies and gentlemen, I shall not under- 
take to tell you what these handkerchiefs cost in the 
regular way. You know too well. But if I can save 
you money because I sell them in large quantities, 
that is to your advantage. These handkerchiefs are 
sixteen inches square, all hemmed, clean, good ones. 
Look them over. There are just one half dozen in this 
bunch. I'll sell the whole bunch together. How 
much for the whole layout? The lady says fifty 
cents. I thank you. That's a fraction over eight 
cents apiece. Figures don't lie. You know that I'm 
right. You tell me what they ask you for this kind 
of goods today? You give me just a fair price for 
them, and I will send you home well supplied with 
handkerchiefs, and you won't have to ask your wife 



50 HIGH LIGHTS ON AUCTIONEERING 

or mother every time you want to go into the house, 
^'Ma, have you got a clean handkerchief for me 
today?" Ma ought to tell you to tear off a part of 
your shirtsleeve and use that, for that's what you 
have been using, and no one knovv^s it better than she. 
Listen to me. (Very loud.) Take it from m^e, that I 
will sell you this half dozen handkerchiefs cheaper 
than you can buy them elsewhere, and I have only 
about eight cents apiece for them. Who will make it 
the ten? Thank you, I have the ten and sold to this 
man for sixty cents. How many do you want my 
friend, at that price, six or a dozen? The man says 
one dozen. I don't blame him. Now then, because 
you bought the first dozen and for other reasons that 
I might mention I'll just give you one miore. No, I'll 
do better than that. I'll give you two more and that 
makes just fourteen for one dollar and twenty cents. 
Look this man over carefully here today, and you 
will see one real man who is selling goods, who will 
never be arrested for profiteering. The man over 
here says he wants a dozen. Sure, why not? Say, 
they all look alike to me. You get fourteen just the 
same as number one did, and fourteen over here, and 
over there. Say, everybody wants thera. Fourteen 
over here. When you get home with this bunch of 
fine white handkerchiefs and tell your wife what you 
have done, and the bargains you have found today, 
oh, boy! there will be some sense to that and it will 
be a joy forever. 

The above talk must be thoroughly memorized so that you 
can just roll it off. Alv/ays look pleasant, wearing a smile. 
The writer knows what he is talking about from practical ex- 
perience. 

The only way to practice this sale is to have handkerchiefs 
or something to represent them and then practice the sale alone, 
at home or wherever you find it convenient, selling to an imag- 
inary audience. This is a good one, if you do your part. 

Now we have another variety of handkerchiefs, for men, 
and here we go. Remember, these talks must be so thoroughly 
memorized that the auctioneer can roll them off like buckshot 



HIGH LIGHTS ON AUCTIONEERING 51 

off a tin roof; make change with the same rapidity, always, 
if possible, see the money the buyer is handing you and meet 
him with the exact change so that the deal is made almost 
instantaneously. All this speed is attractive, and puts real 
pep into the sale, which means success. 

Say, man, what do you know about these bar- 
gains? Men's hemstitched handkerchiefs, a little 
larger than those I just sold you, seventeen inches 
square. These are large enough for any boy, and 
small enough for any man with a roman nose. You 
will notice they come in sets of six, so I will break only 
the first package to convince you that I have a line 
of extra good quality handkerchiefs. 

(Just here the auctioneer passes out a number of 
the handkerchiefs for inspection, and in a moment 
calls them back and the sale is on.) 

Now then, gentlemen, remember, I am selling you 
hemstitched handkerchiefs, seventeen inches square. 
You have looked them over, they are certainly good 
ones, and you know it, and you need them ; now buy 
them at your own price. How much am I offered for 
the first six? Some of you fellows have been picking 
your nose until your fingers are bowlegged, but you 
can't blame me for it; I have the remedy here, and the 
directions say take it. 

How much am I offered apiece? Who will give 
me twenty-five cents apiece? I guess quality doesn't 
cut any ice today. The man over there says ten cents 
apiece. Listen to me, I am going to make a unique 
sale. I want to see how long I'll last at that price. 
Just once I'll take one bid. Sold to this gentleman 
for sixty cents. Six of these hemstitched handker- 
chiefs, seventeen inches square for sixty cents. I 
might as well turn the mess over to you. No, I won't 
do that, I'll just sell them for sixty cents a package. 
Well, this man wants one, one over here, and two over 
there, and two over there, and one over there. The 
lady takes a dozen. Goodnight, cook. Stop the 



52 HIGH LIGHTS ON AUCTIONEERING 

deal. Wait a minute. How many have I sold? Hold 
up your hands, please. 

Well, I see I have sold nine packages. Ten times 
nine are ninety. Here, my friend who bought the 
first batch, you gave me too much money. Here's a 
dime; here's a dime for the second mess; here is 
twenty cents for the man who bought twelve, and 
twenty for the next, and twenty cents for the lady. 
Nov/, then, you people think I don't appreciate the 
value of money. If you do, you have another guess 
coming. Listen to me. I am tired making change. 
That extra dime gives me the heart burn, and I'll 
make it even fifty cents, and see hov/ long this shop 
can run on reduced prices. The gentleman over here 
takes a dozen, and another over there. I see the 
ladies are getting wise, and everybody wants the big 
ones. Don't you see how much easier I can make 
change. The boy says give him a dozen. His shirt 
sleeves are worn out. All right, son. I see you have 
blown your cuffs off too. Well, that dozen will hold 
you. One dozen over here, and the shower is still on. 
Tomorrow, when this sale has subsided this commu- 
nity will not be so wise, no one will dare say their 
nose too much. All right, my friend, blow again, you 
can't bust that handkerchief, your eyes stuck out like 
organ stops. Blow again. This isn't a big day for 
handkerchiefs, either. The hotel man says one dozen, 
and his wife takes two. 

Did you ever blow your nose in a hemstitched 
handkerchief If you did not, try it, and see what 
effect it will have on your noserine. Its remarkable. 

You must admit this is bargain day in the outdoor 
carnival, but the end of this blowing campaign is 
near at hand. The gentleman over here says he'll 
take one. All right, I thank you. Here is the pack- 
age. No, no, I want one. Why, my friend, we don't 
break packages. We don't sell less than six. Didn't 
you hear me say at the beginning of the sale that we 
did not break packages? Yes sir. 



HIGH LIGHTS ON AUCTIONEERING 53 

Then you forgot all about it. Yes, sir. 

What is your name, please? Spotts, Spotts. Well, 
well. That's a good name. Did you ever forget your 
name? I don't think I ever did. Well you might 
forget it, so I will give you this red bandana spotted 
handkerchief, and if you should forget your name, 
some day when your nose gives you trouble this 
spotted handkerchief will make it come to you. 

This handkerchief could be bought for 58 cents per dozen; 
42 cents per dozen profit. 

Some of these talks may seem a little dry to the student, 
but the writer again assures you they will bring the response, 
after you have memorized them well and practiced them thor- 
oughly. With this talk I can sell even better than the descrip- 
tion gives it. In handling handkerchiefs, towels, or any other 
merchandise, the auctioneer must display them in handling so 
that all can see them, and never begin to sell until your audience 
is familiar in detail with your offering. They will be just as 
interested as you are. 

Now then, we are squaring ourselves for a special auction 
on men's work shirts. In selling clothing I have had a wonder- 
ful experience. It is necessary to display the garment care- 
fully, so the buyer can know its real value. The double seams, 
the yoke in the back, the buttonholes, and the reinforcing of 
the weaker parts, should be thoroughly exhibited to the buyers, 
before the sale or'during the sale, as the auctioneer comes on to 
them. Here we have a shirt that can be bought for $4.20 per 
dozen, or 35 cents each, wholesale. 

You must learn to talk fast, but always speak plainly. 

Now then, gentlemen, we have a line of blue 
chambray shirts, custom made, sizes run from 14 to 
17. This goods is of medium weight, yarn dyed fast 
color blue and will give good wear. Here is a splendid 
work shirt, with faced sleeves, and launders well. I 
need not tell you what you have been paying for 
them; but I will tell you to fix your own price today. 
I have given you a thorough description. Now buy 
them. 

Now then, gentlemen, the first shirt is fifteen and 
a half in size, a good one. How much am I offered for 
it? What do you say? Fifty cents I have, at fifty. 



54 HIGH LIGHTS ON AUCTIONEERING 

Who will make it seventy-five? At fifty, sixty, I 
have sixty-five, seventy, seventy-five. Going at seven- 
ty-five, and sold for seventy-five cents. 

Here is another just like it, who will say seventy- 
five cents to start it? Fifty I have. Going at fifty, 
sixty, seventy, seventy-five, eighty, sold. 

We could hang around here all day on a few shirts, 
if you don't want shirts at your own price, I am ready 
to make a change. Xow com^e alive if you want them I 
Here is another fourteen and a half in size. Tell me 
right off the reel what it is worth. Seventy-five cents 
I have and sold to the butcher. Here is another four- 
teen and a half, just like it. Sold to the butcher for 
seventy-five cents. 

Here's another, sixteen in size. It's a daisy. Sev- 
enty-five I have. Going at seventy-five. Will you 
make it the dollar? Eighty, I have eighty- five, sold 
for eighty-five cents. 

Here's another sixteen. Who wdll give me eighty- 
five for this one? Sold to Jack. He says he will take 
three of them. I see where he is v/ise. 

Here we go again with a fifteen and a half. That's 
a good size. I got the seventy-five. Who will say the 
dollar? I have eighty, ninety, ninety-five, one dollar, 
sold. 

I know just about what you fellows will do; you 
will wait until all your sizes are gone, then you will 
pay double the money somewhere else. Surely these 
are bargains and it doesn't take an auctioneer to show 
you. 

Here we have another fifteen and a half in size. 
How much for this one? Seventy-five cents I have, 
going at seventy-five. Tell m_e what it is worth and 
take it now. Eighty, ninety, ninety-five. Sold for 
ninety-five. Take two of them, my friend, then you 
have a change. Thank you, he takes two. 

Here we are again, fifteen in size, and I have 
ninety cents to start it. Going at ninety. Who will 
say one dollar. No? Well, sold for ninety cents. 



HIGH LIGHTS ON AUCTIONEERING 55 

How many do you want, my friend? Two, he says. 

Here I have a pair of sixteens. Who will give me 
ninety for them? Eighty I have. Eighty-five, ninety, 
ninety-five, sold. Get in if you want them. The 
good sizes will soon be gone. 

Here we have a seventeen that's a good big one, 
but we have only a few of them of that size. I have 
the ninety cents. Going at ninety, one dollar I have. 
Sold for one dollar. How many, please? Four, he 
takes four. I knov/ a number of you parties that will 
sure be left on sizes. 

Here we have another sixteen. Some one tell me 
right off the reel what it's worth. A good size and a 
dandy shirt. Ninety cents I have. Going at ninety. 
Will you make it the dollar? Thank you, I have the 
ninety-five. Now I have the dollar, and sold for one 
dollar. How many do you want? He takes four. I 
don't blame you. 

Here is your last chance, number fifteen and a 
half. Three of them left, and I have the ninety cents. 
Who'll make it the dollar? Ninety-five I have, and 
sold for ninety-five cents. How many do you want? 
He takes them all. 

•^ ^ ^ ^ ^ 
HENRY'S FIRST TALK 

Written Saturday Eve, October 13, and Monday, 

15, 1917. This Auctioneer Is Now in the 

Glory Land. Was Converted in 

My Meeting. 

Ladies and Gentlemen: 

If you can tell me what made the wild cat wild, 
then I might be able to tell you what possessed me 
to even attempt to make an opening talk at this very 
important auction sale. 

We are living in an age when you can look for the 



56 HIGH LIGHTS ON AUCTIONEERING 

unexpected to happen, the world over. Men must 
adjust their business in hne with the conditions, if 
they would expect to make good and get their share 
of the proceeds. 

I came to Oklahoma seventeen years ago, I be- 
lieve I have been here long enough to be thoroughly 
identified. I have had practical experience with live 
stock of all kinds, in buying and selling, I have made 
a success in pedigreed Poland-China hogs. I have 
been general manager for the R. D. Martin ranch, 
authorized to buy and sell on my own judgment. It 
has always been profitable and satisfactory. 

I have always desired to be an auctioneer, in fact, 
I have had sufficient experience to prove that I can 
"cut the mustard." I don't expect to ask for any of 
your business until I can prove to you that I can get 
the high dollar. Listen to the terms of the sale, and 
I am going over the top. 

■ ^ ^ i^ ^ -^ 

JOE'S FIRST AUCTION TALK 
Entered the El Reno Auction School August 6, 1917 

Ladies and Gentlemen: 

If I were to tell you that I am the youngest auc- 
tioneer in Oklahoma, I believe I would be giving you 
the real article. I was born in Oklahoma, so you see 
I am an Oklahoman from who laid the chunk. A 
short time ago I decided to be an auctioneer, and 
when I found the El Reno Auction School was put- 
ting men into the field who are actually making good, 
against the live wire auctioneers of the great South- 
west, then and there I decided, the El Reno Auction 
School for me. Today I am a student in the school, 
and while I am the youngest, what's the matter with 
my being the best? 

Well, that's up to me. One thing you can depend 



HIGH LIGHTS ON AUCTIONEERING 57 

on, Joe will do his dead level best to make good. 
Some of these days 111 sell your offerings and then 
I'll tell you how it all happened. 

Listen to the terms of this sale, and I'll make my 
first parachute leap. 

The above are two short talks that I wrote for two students 
of the El Reno Auction School. This was their first attempt 
in public. They both made good. With a little arranging 
these talks could be used to a good advantage. Colonel Stein- 
pfad died a little over a year later with the Flu. The other 
man is now located in another state. Mr. Foster was sixteen 
when he finished in the school. 

One of the easiest ways of learning a talk is to write it 
several times so that you will fix it in your mind's eye. 

^ ii ^ it i^ 

A SHORT TALK FOR SALE OF A PIANO 

There are many auction sales of pianos in the disposition 
of household furniture, and very often at farm sales, especially 
when the farm is sold, and the party is moving into another 
state. Quite often you will find an extraordinarily high class 
instrument. Nothing short of a good price will satisfy. The 
keenest interest can be aroused with a short musical treat prop- 
erly arranged. If the parties have no reserve on the piano, 
roll it out on the porch. If there is no porch, call for help 
and set it out in the yard (if weather will permit), where 
everybody can see it and help appreciate the music and the 
good instrument. When all is well arranged the auctioneer 
looks his audience over carefully, and says in part — 

Ladies and Gentlemen: 

Here we have a beautiful musical instrument. 
It cost $350.00, and it is practically as good today as 
it was when it was purchased. I know you usually 
look at the expense of a good instrument, and then 
turn it down and buy a cheap one, if you buy any. 

Did you ever stop to think that nothing is so 
soothing when a person has toiled the live long day, 
as to rest in the old armchair, while the children 
you thought had no signs of musical talent whatever, 



58 HIGH LIGHTS ON AUCTIONEERING 

can sing beautiful songs, and fill the house with melo- 
dy, that brings you back to the days of your child- 
hood, and you'd like to live them over again? 

Did you ever stop to think that if you make the 
home attractive, and fill it with music and song (es- 
pecially the right kind), it w411 add to the great mag- 
net of home, sweet home, and they will always want 
to come back again? There are diamonds in the 
rough in almost every home in this country, and 
while you think the children have no musical talent, 
you must also admit that they have had no opportu- 
nities. Take this instrument home today, and you 
will start something that money could not take away. 

Now we expect to sell without reserve. His loss 
will be your gain, you know the rest. How much am 
I offered for this A-1 instrument, that's a credit to 
any home? You must admit that there are few sales 
that have this kind of an offering. The lady says 
$100 — it cost $350. One hundred, who will say two 
hundred. I have one hundred fifty. x\t one hundred 
fifty — and so on. 

Before the above talk it would be well to have the laciv or 
owner of the instrument describe it carefully, telling exactly 
what it cost, and the condition of the instrument, and their 
object in selling it, loud enough so that all can hear. The 
next move is to have some one on hand who can play the 
instrument well, and a real good song sung well would be of 
wonderful advantage in the sale. 

^ ^ i? 1^ i^ 

SELLING A GRAIN BINDER AT FARM SALE 

Now then, gentlemxcn, I realize that the harvest is 
over, and you won't need this machine until next 
season, but it won't cost you anything to keep it. We 
are living in an age when if we would succeed we must 
make it with our heads; we surely can't make it with 
our hands. It will cost you about $250 when you 
need it; let's buy it today, and when the harvest is 



HIGH LIGHTS ON AUCTIONEERING 59 

ready, so will we be ready. Today you fix the price, 
next summer the manufacturer will fix it. Let's fix 
it now. 

How much am I offered for this nearly new ma- 
chine? Fifty dollars, the man says. Fifty, I have, 
a-going at fifty. Sixty over there. Seventy, eighty, 
ninety, one hundred. Sure. Who will make it one 
hundred ten? Fifteen, twenty, thirty, forty, go on, go 
on. One hundred fifty, one fifty, one fifty, one fifty. 
All done? Sold, for one hundred and fifty dollars. 

^ ^ ^ ^ ^ 

AN OPENING TALK FOR A STREET SALE 

This Is the First Sale, and First Appearance on the 

Street 

Say, boys, there's a new man in town, and when 
you get thoroughly acquainted with him I am satis- 
fied you will admire his speed and his system of doing 
business, even if you do not like his personality. 

I have often heard it said, and I am convinced 
that it's a fact, if a man gets into new territory and 
gets there on his wrong foot, he might as well go back 
and come again, and it v/ould be much better for him 
if he took a new route. Understanding these condi- 
tions that are characteristic of every man looking for 
a new field of labor, I come to your city, in a way that 
I trust will be most acceptable. 

I anticipate being one among you. I am. young, 
and expect to pitch my tent here and camp with you, 
and be recognized as one of the live wires. This coun- 
try looks good to me and I certainly like her people. 
I believe there are great opportunities for me, and I 
assure you that my methods of doing business v/ill be 
clean and congenial with any competitor that I may 
come in contact with ; so I might as well open up and 
tell you where I am. 



60 HIGH LIGHTS ON AUCTIONEERING 

In the first place, I am an auctioneer, and will 
make a specialty of live stock and farm sales. I also 
will consider merchandise and real estate sales. I 
mention these different lines so that you may know 
that I sell everything from a safety pin to a flying 
machine, from a bull dog to the finest thoroughbred 
animal on the farm. The day of the middle man in 
most of the lines I mention, are gone, and the people 
want to buy everything on its merits. 

The auction system of selling is the best system if 
properly manipulated. Many of the eastern states 
have established the auction route in disposing of all 
their property, farms, and even railroads. Today I 
have an offering more in the way of an entertainment 
than values, and yet every one needs them and they 
are useful articles. In fact, it is my peculiar way of 
getting acquainted with you, and here we go. 

This is a sale of notions, such as handkerchiefs, towels, 
writing paper, envelopes, lead pencils and novelties, in a new 
town, where the auctioneer thinks of locating permanently. 

it i^ -i? i^ ii 

OPENING TALK 

This Talk Is Especially Good When a Man Is Going 
to Leave, Who Is a Number One Good Citizen 

No man ever had a public sale without some ob- 
ject in view. It might be a fact that the man doesn't 
care whether his values sell if they don't reach a fancy 
price. He may go so far as to make a statement that 
there are no reservations, and at the same time have 
the background loaded with by-bidders. 

These are conditions auctioneers must meet time 
and time again, and even though we are deceived 
occasionally on this line, people Vvdll often hold us 
responsible when v/e have done our best. Then again, 
we have the man who stands out in bold relief for 



HIGH LIGHTS ON AUCTIONEERING 61 

cleanliness and the whole community knows his repu- 
tation, and you can rest assured they will be there on 
sale day and take care of his interests. No man can 
fool the community in which he lives, and I am glad 
of it, so we can get our bearings and know where to 
head in. It's an auctioneer's business to protect the 
buyer as well as the man he sells for, and when I find 
a clean citizen like the man I'm selling for today, you 
can rest assured that he will get the best service I can 
possibly render. This turnout of the representative 
people of the surrounding country is certainly compli- 
mentary to this man today, and you will find that he 
has been just as careful in selecting and accumulating 
his fine stock and farm machinery as he has been in 
establishing his reputation. 

We regret to see this man leave. We would rath- 
er see more of them come in, but when they do go 
let's take care of them and see that they get values 
received for their offerings, and some day they will 
come back again. 

■^ ^ ^ i:? ^ 

A STUDENT'S TALK IN EL RENO AUCTION 
SCHOOL 

Ladies and Gentlemen: 

There's no use talking; you can't possibly tell 
what will happen tomorrow, or next week, or next 
month, or next year. You don't know even what will 
happen this afternoon. If some one had told me six 
months ago that I would stand here today on this 
man's farm, deliver the opening talk, and then open 
this public sale, I'd have sent for the fool-killer and 
I'd have told him to grab the man and throw him in 
for eating too many buns and for cruelty to animals. 
So you can see I did not know what would happen in 
the future, and no one objected to my being here. 
That accounts for this opening talk. Now then, let 
me tell you a story: 



62 HIGH LIGHTS ON AUCTIONEERING 

No man succeeds until he follows the line of busi- 
ness for which he is adapted, so finally I concluded to 
take the auctioneering route. 

I've got the bee buzzing in my bonnet like some 
of you candidates. I don't know how it got there, 
and I don't know how to get him out. The other 
night, while I was sound asleep, I fastened my right 
paw in the m.ammoth crop of brov/n hair on the head 
of one of the students in the El Reno Auction School, 
with whom I v/as sleeping. He dragged me all over 
the house, and I thought I was conducting a sale in 
the black jacks in Caddo County. I called the pro- 
prietor and said, ''Say, man, what do you take me 
for? I can't sell these long-haired mules unless you 
bring them into the sale ring." So you see, I am 
going to be an auctioneer, and saltpeter won't save 
me. 

This man Wullick has a fine offering today. Did 
you see his Percheron horses, those fine cattle, house- 
hold furniture, machinery, harness, and m.any other 
attractions that he has cut loose to the highest bidder 
without reservation. Just let me give you the terms, 
and then we'll break away. 

i^ -i? i? i^ ^ 

A REAL AUTOMOBILE x\UCTION SALE 

Ladies and Gentlemen: 

If the next twenty years have as many surprises in 
store for us, in the way of modern improvements, 
through Yankee genius and invention of machinery, 
motive power, light and transportation, the dreamers 
of the past, if they could come back today, would 
realize the reality of their dreams. Distance was 
measured by miles; today it is measured by time. 

What do I m^ean? Let me explain. If vour busi- 
ness is thirty miles away from home, the benzine 



HIGH LIGHTS ON AUCTIONEERING 63 

wagons, like the ones we sell todav, brine it within 
a few minutes of the door, so that the distance is not 
considered; it is only a joy ride. So we accept this 
wonderful necessity that is only in line with advanced 
civilization. The livery barns are a thing of the past, 
from the fact that money is the cheapest thins; on 
earth, and time is the most valuable, for the reason 
that time to you is only the duration of your life. 
If you know of some money that is waiting for you, 
you must move today, for if you don't your compet- 
itor will have the grapes. 

Again, if you are doing business with the general 
pubHc, how can you meet competition without a 
machine? 

Now then, if we can sell you a good machine, 
when I say good, I mean a machine that we can not 
only recommend, but a machine that after vou Dur- 
chase the same, we take you out on the road and 
should you find anything out of order, and not as 
represented, the sale is off, I realize that it behooves 
you to knov/ whether it has the dependabilitv. There 
are many standard machines, and I am glad to tell 
you that this is one of them. 

In the first place, we have a splendid engine. 
Powerful, flexible motor that will pull vou anvwhere. 
It is built for strength and wear. Reliable brakes, 
choice material, and solid construction down to the 
smallest detail. 

If you don't feel disposed to pay the price of a 
new one, then buy this one, and we will go out and 
prove it. 

The terms of the sale are as follows: etc. 

There are a great many fake auto sales. In the first place, 
they try to doctor up an old, wornout machine with a little 
paint and a few new fixtures and if possible palm it off for a 
machine that will give good service, when it should have been 
dumped on the scrap pile. 

A real clean and reliable auto exchange, where good second 



64 HIGH LIGHTS ON AUCTIONEERING 

hand machines are handled by reliable parties, is one of the 
best investments you can find for the capital invested. 

There are many men who are able to buy a new machine 
when the one on hand is a little out of date and yet the engine 
and all parts are first class. One good coat of varnish will 
bring back the luster and you have a first class machine, and 
the country is full of them. If you establish a place where 
the people know they will get a square deal you will have more 
business than you can take care of. When you have built up 
a reputation you are ready for the auction sales, and they will 
go like hot cakes. 

Nothing is more disgusting and unsatisfactory, to the 
dealer as well as the buyer, than a wornout or wrecked auto- 
mobile. Never touch them. 

•u^ tc ^ ^ ^ 
A BOOK SALE 
A Clean Library 

Today we have a very interesting offering of 
books. This will be an exceptional sale. I say inter- 
esting, because this library would be a credit to any 
man's home. I say exceptional, for the reason that 
there are few libraries in the country that are not 
well supplied with yellow back literature, that is a 
curse to modern civilization. 

It is abundantly sufficient and terrible to know 
that our daily papers make a specialty of publishing 
crime and rot of the lowest degree, in preference to 
wholesome reading. But when we admit that yellow 
back kind of literature into our libraries, into our 
homes, as a part of our homes, look out for criminals 
and skeptics. I am sure that unclean hterature has 
more to do with the degrading of the characters of 
our boys and girls who are going to the bad than any- 
thing else. If you have the wildest and wooliest de- 
tective stories, full of crime and hairbreadth escapes, 
train robberies, intermingled v/ith love stories that 
never could have happened; if you indorse the kind 
of literature that borders on the impossible, and never 




-- s 

^ e 









.5 '^ 



HIGH LIGHTS ON AUCTIONEERING 65 

mention the King of glory; if your children have no 
respect for the Sabbath, the Church and the Bible, 
which is the Book of all books, God pity you when 
the show down comes. 

I have mentioned this library as exceptional and 
interesting, for this man has been particular and on 
his guard that nothing unclean or trilling should be 
placed on these shelves. So I can conscientiously 
recommend to you a library of vfholesome books, that 
build character, that develop the mind for future 
usefulness, and in a hom.e where children are grow- 
ing into manhood and womanhood will be a joy for- 
ever. 

To sell a library of books, it v/ill be necessary to give the 
titles of the books and the authors of many of them. Some- 
times a little sketch of the book or the synopsis will be good. 
Each book or set of books should be thoroughly introduced. 

Auctioneer goes on with sale as follows: 

From an educational standpoint it is almost im- 
possible to put the real value on this Hbrary. In fact, 
it should be sold intact ; but we are going to sell it in 
single volumes or sets to the highest bidder, without 
reserve. Good books are the best caoital invested 
in any home. Who will be the lucky one to secure 
the first bargain? 

As people are becoming educated to the high prices of paper, 
as well as other commodities, the opportunities open again to 
sell them at auction. The writer has had practical experience 
in auction sales of books, and considers the book sales the miost 
interesting of all auction sales, providing you sell clean and 
wholesome books. 

The little talk above will appeal to any reasonable man, 
especially if he has children. 

The man w^ho makes a specialty of selling books at auction 
can buy them cheaper than most men, providing he buys them 
direct from the publishers. 



66 HIGH LIGHTS ON AUCTIONEERING 

A RATHER UNIQUE TALK 

An entertaining and attractive talk just before opening a 
furniture sale in a new field, where the auctioneer has never 
sold before. It should be spoken very slowly, giving every word 
its full value, looking the audience squarely in the face. You 
must always be careful that j^ou do not put on too much of 
the village clown. Always be dignified enough so that you will 
command the keenest respect of everybody. Yet you must 
be spicy and alive. 

Ladies and Gentlemen: 

Curiosity is one of the most peculiar parts of a 
man's makeup. Arouse a man's curiosity on any little 
thing, however trifling, and it's a dead certainty that 
he will know the rest. Arouse a woman's curiosity, 
and if you should be in the way she will just about 
tell you where to head in. So you see we are all 
afflicted with the same disease, depending on circum- 
stances and conditions surrounding us to bring it out. 
I am aware that as I appear before you for the first 
time today you are entitled to pass judgment upon 
me, and to wonder v/hat my game might be ; whether 
it's a clean proposition and somxCthing worth while; 
at least you will satisfy yourself by taking my mea- 
sure. Do you know that sometimes I think the peo- 
ple of Missouri have more curiosity than the people 
of any other state in the Union, because you have to 
show them. {Put on a good, strong laugh.) 

Well, I believe it's true in any state, that the man 
who can not stand the shov/-down is a dead duck, pure 
and simple. There's a premium for the man who can 
look the world in the face today and owe them no 
apology, or that if he does owe an apology has the 
moral courage and manhood to fix it, he is the man 
of the hour. 

While this opening talk hinges on curiosity and 
character, I assure you that I am not trying to win 
your confidence on self-righteousness, but only to 
place myself properly before you and convince you 



HIGH LIGHTS ON AUCTIONEERING 67 

that what I say I'll do. From the surroundings you 
can readily see that there will be an auction sale here 
today, and your humble servant will take care of 
these offerings. There will be no reserve, and you can 
look for a fast, clean, wideawake auction. 

Give me your attention and I will give you the 
terms and we are off. It will be a cash sale, and the 
clerk will be ready to take care of you. Terms, etc. 

How much am I offered for this library table? 
It's quartersawed oak. It's massive, retails for $40 
new. Buy it as cheap as you can, look it over care- 
fully. The lady says ten dollars. I don't blame you. 
Ten I have, who will make it twenty? The gentle- 
man says fifteen. Sixteen over here. Come alive! 
Where do you buy your furniture anyway? What do 
you suppose the man who made it would say if it 
sold for that price? Twenty over here. Sure, why 
not? What do you think an airplane would sell for 
here today? I have the twenty, make it the five, 
make it the five. Sold to the man over here for twen- 
ty dollars. No, it's sold to this man, you are too late. 
This sale will be noted for speed and money. 

There will be a new song on the market soon; 
not 'Tet the Women Do the Work." No, it's differ- 
ent. Man, I see your finish, and here is where it 
begins. How much am I offered for this washing 
machine? There is no wringer with it, you will have 
to v/ring it by hand, and probably before you get 
through she will wring your neck. The man says 
ten dollars. I thank you. I can see where you are 
getting wise. Ten dollars, going at ten, who will make 
it the fifteen? At ten, at ten, I have. What's the 
matter with you fellows? Why not pay this man two- 
thirds as much as you are willing to pay some one 
else? Eleven I have at last, make it the twelve. Sold 
to the lady over there. Yes, your wife bought it, 
you can pay for it now, and she will tell you the rest 
when it's loaded. 

I'll guarantee you won't buy this so cheap. Ax- 



68 HIGH LIGHTS ON AUCTIONEERING 

minster rug, nine by twelve, as good as new. We 
don't always have bargains like this in the sale ring. 
They are usually w-ell v/orn. But this one is in ele- 
gant shape and the colors are good. Vv^ell, let's sell it 
today. How much am I offered for this beautiful 
rug? I am offered twenty-five dollars. The same 
rug new would cost you at least forty-five dollars. 
This rug has been used some, but it is in elegant 
shape. Anybody could have good rugs at that price. 
Twenty-six I have, twenty-seven, twenty-eight, twen- 
ty-nine, thirty over here. Sure. Who'll make it the 
thirty-five? Thirty-one I have, thirty-one, one, one, 
one, one, one, two, two. With a rug in the bug, and 
a bug in the rug, I sold it to this man for thirty-one 
dollars flat. Give your name to the clerk and thirty- 
one dollars. 

Well, well, well, here is a real rug, a velvet Wilton 
rug, twelve and a half by sixteen feet. Wait a minute 
and we'll show you a real rug. 

You take the rug and roll it out on the floor carefully, or 
on the lawn, or on the street, so that every one can see it. 
Keep everybody off. Never misrepresent it; if it's a good one, 
tell how good it is. A velvet Wilton rug is a real rug, and the 
buyers must know its quality to appreciate its real value. 

Walk on the rug while you are selling it so the rug will be 
the center of attraction, and you will be in position to take 
care of the buyers. 

The sale goes on, and the auctioneer says in part: 

It's a very rare thing for a rug like this one to 
come into the sale, for the reason that they are picked 
up by buyers long before an auction sale can be ar- 
ranged. This rug new would sell for from $175 to 
$225, in the regular way. You will notice it is in very 
fine condition, the colors are bright, the nap is soft 
and long; why it's like walking on a blue grass lawn, 
and yet it sells today without reserve. You buy this 
rug and your wife will admire your judgment once, 
if never before. 



HIGH LIGHTS ON AUCTIONEERING 69 

How much am I offered for it. The lady says fif- 
ty dollars. Thank you. At fifty I have, going at 
fifty. Sixty over here. Sixty-one, two, three, four, 
five, who will make it the seventy? Seventy-five I 
have. Listen a moment. If you want a real good 
rug at your own price how do you ever expect to get 
it? Why don't you tell me what this rug is worth 
so I can sell it? 

The lady says ninety dollars. I thank you. If 
you buy this rug it will be a joy forever. The gentle- 
man says one hundred dollars. One hundred, will 
you make it the ten? Thank you, I have the ten, 
eleven, twelve, fifteen. Now let's have the twenty. 
Come alive! At twenty, will you make it the five? 
What do you think about it? Have you quit, me, 
my lady? Goodnight. I'm gone, sold to the man 
in the Auto-mow-hay but it won't, for one hundred 
twenty dollars, flat. 

There is only one way to make an impression on your 
buyers when you are selling, and that is to be deeply inter- 
ested in them yourself, moving fast and furious, pronouncing 
every word distinctly, as though 3^our very future depended 
on this sale. Remember that the auction business is a pro- 
fession. 

•t? ^ ^ -i^ ^ 

AN ADMINISTRATOR'S SALE 

Where a house full of girls and one little boy were left to 
fight the battles on a homestead, pay the taxes and make proof 
on the place. They made good, but now comes the final divi- 
sion of the personal property. This talk I arranged for one of 
the students of the El Reno Auction School, who is now located 
in Iowa. He is a live wire. 

Ladies and Gentlemen: 

Today we have an administrator's sale in which 
I assure you I am very much interested, and somehow 
I feel that the people who live in close proximity here, 



70 HIGH LIGHTS ON AUCTIONEERING 

who have seen them struggle in the hot and the cold, 
in the sunshine and the rain, should feel much more 
concerned than any one else. 

Some years ago this family was left practically 
alone to fight their own battles, and they have strug- 
gled very hard to make ends meet. I am proud to 
know that they have stood the test and made good. 
I wish it were possible that this sale should not occur, 
but as there is a difference of opinion among the heirs 
holding this collection of live stock and farm machin- 
ery, it will be sold without reserve to the highest 
bidder. 

In this offering we have some fine cattle, among 
them some extra choice milkers; some good horses, 
and good machinery. We trust that you will see to 
it that they bring the market value. I really do not 
know of a parallel case in the history of this country. 

The girls and children have stood shoulder to 
shoulder with their obligations, paid the taxes, and 
held the fort against all obstacles and trials that are 
characteristic of the development of a new country. 

This is an open field today, and the heirs have the 
right to bid as well as any one else. The terms of 
the sale are as follows: 

* -M- -M- 1^ T!!r 

Ladies and Gentlemen: 

I would like to have your attention for a few min- 
utes. No doubt you wonder who is on the block 
today. Well, quite a good mxany call me Kit Carson. 
No doubt you have all read of Kit Carson, the noted 
character. Well, this is not Old Kit. No, this is 
Dave Carson, from Hobart, Okla., a live wire in the 
auction business. That's me. I am a student in the 
El Reno Auction School, and I am proud of it. I 
expect to be in evidence at this sale today. This 
man has a fine offering of cattle, hogs, machinery, 
and many other articles of value. 

It is certainly complimentary to our friend who 



HIGH LIGHTS ON AUCTIONEERING 71 

is having this sale today to see this great turnout of 
the representative people of the surrounding country. 
He is one of the old-timers among you. He stood the 
test in the drouth and the misfortunes that come to 
every man in a new country, and I assure you it is 
a great pleasure to me to help secure the high dollar 
at a public sale where there will be no reserve and 
his host of friends are in evidence to protect his in- 
terests. 

Listen to the terms of the sale while I turn the 
gas on. 

These two talks I arranged for two students of the EI 
Reno Auction School, the first one a bright young man, nine- 
teen years of age, who became a whirlwind auctioneer. The 
second talk was for a m.an of fortj^-five years of age, who is 
hitting the ball and making a very strong average. The 
reader might get some real good pointers from them or rear- 
range them to suit him.self. 

■>? ^ ik ^ ^ 

AN IMPORTANT FURNITURE SALE 

Ladies and Gentlemen: 

This certainly is an important offering today, in 
fact, it is unusual for the reason that this man is han- 
dicapped and compelled to sell, and the furniture 
and rugs are in such fine condition, and many of them 
very high class, and it is an unusual opportunity for 
you. 

In this sale we find twenty-five rugs seven by nine 
and nine by twelve ; some of them cost $60 and prac- 
tically new, all in fine condition. Twenty-five ex- 
tra fine dressers, and twenty two-inch Vernis-Martin 
beds. Twenty-five all cotton mattresses. Twenty- 
five elegant springs. Nine three-quarter iron beds. 
Nine three-quarter mattresses. Nine three-quarter 
springs. Two fine three-piece parlor suites in Span- 
ish leather. Ten bungalow rockers in Spanish leath- 
er. Twenty dining room chairs. One elegant ward- 



12 HIGH LIGHTS ON AUCTIONEERING 

robe. Two dining tables. Six chiffoniers. One roll 
top desk and chair. Twenty-five commodes. Fifty 
comforts. Fifty pairs of blankets. Sixty pillows, and 
I might go on and enumerate to you all the bargains 
that await you in this sale. 

These are hard times. There is no use to try to 
cover it up ; money is scarce, and you must all admit 
that this man has some nerve to turn this fine display 
of furniture and rugs loose at auction without any 
reserve whatever, but he says "Sell it, I must have 
money." 

Now then, just a word before I sell. No doubt 
I will sell very rapidly, however, I will recognize 
every bid. Again, I will describe the articles I sell 
in detail, and if you are standing back where you can 
not see very well, the articles m.ust be as represented 
or you have not purchased a thing. I protect the 
buyer as well as the man I sell for. 

The terms of this sale are cash, no goods removed 
until settled for. 

How much am I offered for this Vernis-Martin 
bed? The lady says five dollars, six over here, seven 
over there; eight, nine, ten, I thank you. The gen- 
tleman says twelve — sure, thirteen, fourteen, fifteen, 
all over and sold for fifteen dollars, to the lady. 

All this is done as rapidly as you have just read the 
above. The descriptive talk, just before the sale begins is 
always worth while and very profitable. It familiarizes the 
buyers with the offerings, and it certainly means much to the 
sale, if the auctioneer is honest and clean as he should be, and 
the people know it. 

You should prepare for every important sale, for each sale 
has a peculiar setting of its own. 

It is very often necessary to wait until your crowd gets 
close up to you when you are moving around, especially if you 
are selling some important article, and you want to sell it 
rapidly. 

If there is room, all the beds should be set up complete with 
springs and mattresses on, and arranged as conveniently as 
possible. The rugs should be laid on top of each other, and 



HIGH LIGHTS ON AUCTIONEERING 73 

sell them off as you come to them. The better the display of 
the other furniture the better the sale, always keeping in mind 
that the offerings should be arranged so that everything is 
classified, and far enough apart so that the buyers can get 
around to investigate. 

^ ^ ^ i^ -^ 



A SNAPPY LITTLE TALK 

Just Before Selling a Ford 

Listen to the proprietor. He says sell it. You 
don't seem to care what the machine sells for? Lis- 
ten to me. There isn't a highway, byway, desert or 
farm that has not been disturbed by one of these 
critters. Worse than that, they are in evidence 
everywhere. I believe that if it were possible for 
machinery to have a vocabulary and talk Master 
Henry would be the first one to give you an oration. 
He could tell you stories that would make the auto- 
mobile family go home and hide with envy. 

He could tell you of terrible battles in mud, where 
the big ones failed and threw up the sponge, but the 
little Lizzie with all its insignificance and can opener 
reputation came through with flying colors. Henry 
could tell you of a thousand broken arms; he is a 
kicker in front and a goer behind; he'll make enough 
noise so you will lose 3^our mind, in fact, there is only 
one thing that this measly-eyed lobster or centipede 
has not been accused of, and that is robbing hen's 
roosts, but there is plenty of time yet. 

Did you ever see a machine coming from a long 
run, on a dark and gloomy day, when the mud was 
knee-deep, and all the autos were put away? With 
her hood shot off and her fenders gone, and the car- 
buretor gone on a spree? Say, man, that was a 
Henry. 

Let me sell her to you today. Sometimes it's a 
he and sometimes it's a she. When it's brand new. 



74 HIGH LIGHTS ON AUCTIONEERING 

it's Henry. When it has made the distance of thirty 
thousand miles then it's a Lizzie. Either way she's 
a high stepper and always brings you back. Who will 
give $250 to start her? It's a FORD. 

it ^ •>: i^ -ir 

STUDENT'S OPENING TALK AT FARM SAI.E 

Do you know, I have been wondering what would 
happen if I ever attempted to address the people of 
this neighborhood? I have been living in this part 
of the country about nine years, two of them in Bin- 
ger, the balance of the years near Lookeba and Lin- 
ger. 

In fact, I have lived here plenty long enough to 
be thoroughly identified, yet I have never attempted 
to talk in public. Some time ago I came to the con- 
clusion that if it took the hide off the back of my 
neck, I would investigate and see what kind of ma- 
terial it would take to become a modern, up-to-date 
auctioneer, and I am here to tell you that I dug down 
deep, in the way of investigation and thoroughly 
satisfied myself, without question, that there is a 
place in the auction business that will be vacant if 
your humble servant fails to get in and get his feet 
wet. 

So this is my peculiar v/ay of introducing your 
humble servant at this sale. Now then, while I ma}^ 
not be the best looker in the country, I assure you 
that I am decidedly the best feeler, and expect to 
prove it to you without a doubt. 

Today we have a fine offering of live stock, ma- 
chinery, household furniture, in fact, it is an excep- 
tionally ^ood offering and I trust you will give this 
man a liberal price for the same. 

I forgot to mention that this man is going away, 
and there will be no reserve, everything is guaranteed 
to sell at your price. Terms, on all sums of ten dol- 



HIGH LIGHTS ON AUCTIONEERING 75 

lars and under, cash. Over that amount, six months 
time at ten per cent interest. Five per cent discount 
for cash. Everything must be settled for before re- 
moving. 

How much am I offered for this sauer kraut cut- 
ter? 

^ ^ -c? ^ ^ 

CLOSING OUT SALE OF A CLEAN STOCK OF 
MERCHANDISE 

An Opening Talk to the Representative People 
Before the Auction 

Ladies and Gentlemen: 

Today we have an extraordinarily fine offering. 
I emphasize extraordinarily, for the reason that it 
seems that the day has almost gone by to pick up 
snaps. What do I mean by snaps? I'll tell you. 
Twenty years ago many stocks like the one we will 
sell today could be picked up for thirty-three and a 
third cents to fifty cents on the dollar, and sold with 
safety at auction with a profit to the speculator. But 
conditions of the country have changed, owing to 
war, shortage of raw material, increase of population, 
and general disturbances the world over, until prices 
have almost doubled. Today the wholesale houses 
pick up these bargains and pay almost actual cost, 
and keep them off the auction markets. This helps 
the merchant and the wholesale dealer as well, and 
keeps up prices. 

The profits in general merchandise are nothing 
compared with what they were a few years ago. The 
opportunities for new men are not so encouraging, 
and especially men with small capital. In the face 
of the smaller profit they reap today, they must bat- 
tle with the high cost of living. So don't wonder why 



76 HIGH LIGHTS ON AUCTIONEERING 

SO many merchants fail at this age. I mention these 
real conditions that we may thoroughly understand 
each other, and that you may appreciate this clean, 
up-to-date offering of high class merchandise and 
avail yourself of the opportunity. In this offering 
we have an exceptionally fine line of ladies' dress 
goods, right up to now in quality and pattern. You 
will notice in the display of underwear, it looks like 
a full stock to me. We really have a complete line 
of ladies' and gent's furnishing goods. I want to 
mention the shoe department. You can readily see 
that we have the standard makes of the country on 
which the merchants build their reputation. 

It would be well to mention factories, or the real name of 
the shoe. 

In the ready-made garments we are just as com- 
plete as in the shoe department, for we can recom- 
mend them as custom made. That means they have 
the actual sizes as represented, and the quality of 
goods. In our display today you can see many other 
lines. 

Pointing to them and giving full description ; impressing the 
fact that they sell without reserve. 

As a whole this is a golden opportunity to buy 
at a sale, where you make the prices, and I trust 
you will take advantage of this sale, that must go 
at some price. The first snap on the program is ten 
yards of fine dress goods. Enough to make a full 
dress for any woman, no matter how large or small. 

Hold the pattern up, then you can make an elegant display 
by letting it hang in graceful folds, so that the light will touch 
it at all angles. Always be sure to give the exact number of 
yards and the width of the cloth. Then throw it out over the 
tops of their heads, and tell them to take hold. This always 
has the desired effect in a dress goods sale. 

How much am I offered for the whole pattern? 
One dollar, the man says. Say, Mister, I am not 



HIGH LIGHTS ON AUCTIONEERING 77 

selling samples. I'm here selling whole dress pat- 
terns. All right, one dollar goes. Two dollars over 
here. Three dollars over there, five dollars, thank 
you. Sold for five dollars — and so on. 

i? ^ t! ^ -Cf 

MERCHANDISE AUCTION SALES 

Stocks of Goods Moved Into New Territory, Open- 
ing a Retail Store for a Time, and Finally Wind 
Up the Entire Stock in a Real Wild and 
Woolly Auction Sale 

The writer has had a great deal of experience in 
selling dry goods and clothing at auction in many 
towns and places in the western states. 

Quite frequently merchants who were near the 
wall and needed ready money would consign large 
amounts of goods to me, which I would ship to some 
new town or good location, rent a room for a month 
or more and operate in the regular retail way for 
some time until the newness of the store was prac- 
tically worn off, in the meantime I would secure a 
license for an auction sale that would occur later. 

This method of opening a store in a regular retail 
way and then winding up with an auction had a two- 
fold purpose. In the first place, during my retail 
experience I had an opportunity to get acquainted 
with the surrounding conditions and warm up to the 
head city officials so that when I asked for a license 
to sell my goods there would be no danger of a hold- 
up in the way of a high license, which I had experi- 
enced in many places. 

I always aimed to pay a license if it was within 
the bounds and not prohibitive. I learned long ago 
that a tightwad is of short duration in the estimation 
of the representative citizens, especially a new man 
in business, so I am able to say that I always went 



78 HIGH LIGHTS ON AUCTIONEERING 

away from these towns leaving many friends behind 
who are friends to this day if they are still living, 
and they will never forget that once upon a time they 
attended a real auction sale of merchandise in their 
home town. 

There was music and song and bargains all day, 
Instantaneous sketching of faces, and fun to keep 

up the fray, 
It was a great crowd, and I stepped some that day. 
But the wonder of it all, was the goods they car- 
ried away. 

When the date was fixed for the auction sales to 
begin, I usually closed the doors and cut out all re- 
tailing of goods and began to advertise for the auction 
sales, giving a complete description of the goods to 
be sold, and the entertainments at the opening of 
every sale. 

In the meantime, however, I was very busy ar- 
ranging the auction room so that I could handle the 
goods to the greatest advantage in a rapid sale. Speed 
to me has always been the greatest asset in an auction 
sale, v/hen all was in readiness. 

Arranging a Store for a Real Auction Sale on Short 

Notice 

Always sell from the side of the building where 
the light is presumed to come from. You must have 
the light in the faces of the buyers. 

In an auction crowd you will have all kinds of 
people to deal with. The supposition is that the ma- 
jority of people are honest, but it will surprise you 
to know the number who are not when the opportu- 
nity presents itself. Therefore, it is well to arrange 
everything so that you need not waste any time in 
watching your goods, and concentrate all your ener- 
gy in the sale in the interest of the man who trusts 



HIGH LIGHTS ON AUCTIONEERING 79 

you with his goods, and the protection of the buyers. 

I always put the goods out of reach of the audi- 
ence by securing enough counters or large tables to 
place in front of the goods the same as counters in a 
regular store. If one side of the building with its 
shelves did not hold all the goods I had in stock for 
auction, then I would shelve the end of the building, 
(the back end) and I would put counters or tables 
in front of them, so that I had complete control of 
the situation 

Then again, I would put boxes on top of the 
counters or tables, and tack them to the tables. I 
would be careful to secure neat boxes, of a uniform 
size, so that it would look neat and clean, and have 
them fixed firmly so that they could not be shoved 
around in a jam. 

Near the center of the room, possibly a little 
nearer the door, I would fix my stand to sell from. 
Here would be an opening between the counters, 
where I would arrange the stand as follows: The 
opening would be from three to three and one-half 
feet. I would place a solid box of inch lumber, good 
and strong, to cover this space to stand on, twenty 
inches high, letting it come out as far as the coun- 
ters project. The box must be large enough so that 
the auctioneer will have plenty of room to stand on. 
The front of this box, flush with the counter, I would 
build up an auctioneer's stand of more boxes, as fol- 
lows: Shoe boxes are usually good material for this, 
with the open side toward the auctioneer where he 
can store away plenty of notions and novelties to 
spice up the sale in dull times. 

The counter for the auctioneer should be built 
about 46 inches high on top of the 20-inch box, that 
is, 66 inches from the floor to the top of the auction- 
eer's stand. This would put the auctioneer's face 
a little over seven feet high, however the auctioneer 
can adjust the height to suit his convenience and his 
height. 



80 HIGH LIGHTS ON AUCTIONEERING 

Again, I always cover these boxes, the auction- 
eer's stand and the boxes near by on the right and 
left at least the length of a good blanket. I usually 
use plush lap robes with rich colors if I can secure 
them, if not I use blankets with the best colors I can 
find. 

This makes everything bright and attractive 
around the auctioneer, and the goods will show up 
to the best advantage. This is an important feature 
in an important auction sale of dry goods and cloth- 
ing. (The writer, you will notice, does not pattern 
after anyone else; he tries to give it to you just as 
he found it through practical experience and success- 
ful auction sales.) 

Again, I always set the boxes on my right and 
left close up to the front edge, so I can have a run- 
ning place should I want to take the top of the coun- 
ters in a great crowd, in order that I may show the 
goods to the best advantage. This is frequently nec- 
essary. 

Now then, I have given a system of arranging 
for an auction sale of merchandise where the auction- 
eer is called, and there is no real auction room pro- 
vided. This can be arranged in short order, without 
any extra expense, and I know that it will fill the bill, 
and bring the response if you can fill the bill. You 
surely can do no worse than I did in my first experi- 
ence which I give in my introduction to this book. 

I never allow any goods sold at retail during an 
auction sale. I always know just what I am going 
to sell at each auction sale, and I see that the goods 
are put in the proper place, so that I can make rapid 
changes when a certain line is not in demand. Again, 
let me add, when everything is in apple-pie order, 
speed, and a little fun, with good offerings will hold 
an audience to the finish. 

In this book you will find a number of opening 
talks for dry goods sales. The main thing in any 








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HIGH LIGHTS ON AUCTIONEERING 81 

business is to start right. I was so particular in open- 
ing important sales of any kind, that if I thought I 
needed a drink of water, I would walk across the 
street and get it, if I couldn^t find it closer by. It 
did not make any difference to me if the house was 
packed and waiting, if my feet bothered me and 
needed attention I would slip away and take care of 
them, and so when I did step on the auction block 
it was a sure thing that I would serve that crowd 
with the hottest auction they had seen in many 
moons. 

Now don't entertain the idea that I was usually 
tardy at these sales. I always tried to be Johnny 
on the spot. But when you come to a place to hold 
an auction sale, where there were no arrangements 
made and it is all up to you to arrange the store build- 
ing and the goods, you will surely have to step lively, 
especially if you have just arrived in town on the da}'- 
of the first sale. 

However, this sale is different, I have been in town 
long enough to get my bearings. The goods are in 
their places, the house is arranged to seat the most 
of the people, the doors that have been closed are 
thrown open, and in they come pell mell, in a few 
minutes the house is jammed full, waiting for the 
fray. 

Here is where the auctioneer wonders whether 
he is ready for the battle, especially if he has worked 
his head off to make a real sale possible, and he is 
all in a sweat and dirty, and his feet are bothering 
him. Do you blame him for slipping away just then 
to make sure that he is not working at any disad- 
vantage? 

Be sure that you are in line and not handicapped 
by a little neglect in taking care of this house you live 
in. "God helps him who helps himself.'' When you 
have done your part well preparatory to a hard job, 
then you can call on Him. I find it helps wonder- 
fully to be a consecrated Christian. 



82 HIGH LIGHTS ON AUCTIONEERING 

THE SALE OPENS — AUCTIONEER ON THE 
BLOCK 

Looking Over the Curious Faces, Eager for the First 
Act. Opening Talk as Folloivs: 

Ladies and Gentlemen: 

I am certainly delighted to meet you in response 
to the advertisements we have scattered all over this 
territory, telling you that a real auction sale of mer- 
chandise would take place here, in this room, today. 

I am sure that it would be in order for me to give 
a descriptive talk of the bargains in this sale and our 
mode of operation. 

Looking this way you will notice the dress goods, 
(as you point to them). Now then, we will sell them 
in dress patterns, already cut in eight, ten and twelve 
yard patterns, depending on the width of the goods. 

You can take one or more of these patterns as 
you like, and you can rest assured, even though you 
are located in the back part of the house, that these 
goods wall not be misrepresented. If at any time 
during this sale the goods are found not to be as 
represented, don't pay for them; leave them here. 
We might make a mistake, but we are ready to fix it. 

In the next division you will notice the outings 
and flannels. They will be sold in different ways; 
ten, fifteen, and twenty yard pieces. Some of these 
goods will be sold in full bolts. 

In the next division you will notice the muslins 
and linens. We have abundance of bleached and un- 
bleached. Then we have the full width sheeting. 

We have a wonderful line of ladies' furnishing 
goods, dresses, skirts, underwear, hosiery, shoes, light 
and heavy coats. 

The sam.e is true in a com.plete line of gent's fur- 
nishings; also for boys and girls. 

I might go on and mention towels, lace curtains, 



HIGH LIGHTS ON AUCTIONEERING S3 

and notions, and so on. It is enough to know that 
we have a real stock of dry goods, and that they will 
sell at auction without reserve. 

The terms of the sale will be cash as you go, un- 
less you make other arrangements with the clerk. 
Please don't delay this sale in the way of settlement. 
When you begin to bid reach for your pocketbook. 

Hand those towels over Mr. Clerk. I'm gone. 
Here I have a pair of bath towels, real good ones, 
how much for the pair? I'm offered a quarter for 
them. Well, that beats nothing. If your conscience 
is your guide you'll surely come again. You can't be 
sore at the girls who work in the towel factories. They 
did their part all right. Aren't these number one 
towels? Do you see anything wrong with them? 
The man over here says no. Well, why don't you buy 
them? You can't dry your face on the back of your 
neck in a thousand years, and you know it, too, don't 
you? Fifty cents I have, a-going at fifty cents, sixty 
over here, sixty-five, seventy. No, I intend to sell 
them today. The lady bought them. Just a moment. 
When you people buy anything make a dive for the 
clerk and settle at once. That's the way, thank you. 

I have fifty for the next pair, sixty, seventy, sold 
for seventy. How many do you want? He takes 
three pairs of them. I don't blame you. 

The man over here takes a pair at seventy cents. 
This man takes two pairs. The lady wants six pairs. 

How much for the next pair? Same old seventy 
cents, and sold to the boy. We still have a few towels 
left. How much for this pair? Fifty cents. Sold. 

"Say, auctioneer, you sold that man a pair for 
fifty cents!" 

"Sure, I did, and that was all he bid on them. 
What did you bid on yours?" 

"Seventy cents." 

"And you got them, too, did you not?" 

"Yes, sir." 



84 HIGH LIGHTS ON AUCTIONEERING 

^'What will you take for your towels?" 
^^I don't want to sell them." 
^'Well, just keep them." 

Talk about lace curtains. This is where we shine. 
Here we have a pair eight feet long. Isn't that a 
beautiful design! They retail for $3.50. I have no 
idea what I am going to get for them, but I have been 
instructed to sell these goods and not bring them 
home again. Some one take hold of them, aren't 
they daisies? 

One dollar I have to start them. One dollar, go- 
ing at one dollar. I am dead sure I won't bother you 
very much on lace curtains at that price. One fifty. 
Now I have the seventy-five, who will make it the 
two? At two dollars, I have, at two. Two twenty- 
five, thirty, forty, fifty, seventy-five, and sold for 
two seventy-five. 

What do you pay in the regular way for these 
curtains? Understand, you get a pair complete, eight 
feet long. Who will give me the two seventy-five 
and take them home? Thank you, the gentleman 
says he will take three pairs. I was just wondering 
how long it would take for you fellows to wake up 
and grab these bargains while they are in sight. The 
lady takes two pairs. I thank you. Two pairs more 
over here. The hotel man says he will take six pairs. 
I can see plainly that when I have closed them all out 
then everybody will want a pair. Well, I guess I 
have sold enough lace curtains for today. 

The hotel man back again for six more pairs. I 
guess your wife gave you a pointer on prices. He says 
yes. Well, all right. Here are your six pairs. The 
lady says, ^'Give me three pairs," and two pairs over 
here. Are you well supplied? These curtains need 
no boosting. Just to see them is enough. 

Well, what do you know about that? The hotel 
man is back again. Say, man, you can't use them for 
for bedspreads. The mosquitoes will eat you alive. 
All right, he wants four more pairs. 



HIGH LIGHTS ON AUCTIONEERING 85 

Now then, I want to sell you a real fine bedspread. 
I have only a few of them, and you can make up your 
mind that if you buy one of them or more, you have 
surely bought something, for they are high class in 
quality and design; in fact, it is seldom that such 
quality is sold at auction. 

The auctioneer holds the spread up, so that every one in 
the audience can see the design, especially if it is an elegant 
design. If the design is not so good, show it just the same. 

Sometimes when the auction room is crowded it is necessary 
to throw the spread out into the crowd, let them get their 
hands on it, it brings them in closer touch with the auction- 
eer, and they know he is not trying to cover up. The same is 
true in handling many other articles. It's a battle to win the 
confidence of the people, and there's a premium for the men 
v/ho will always come clean and keep it. 

Now then, you have seen this beautiful design, 
and I will sell it. How much for this spread? One 
dollar to start it. At one dollar, going at one dollar, 
two dollars, two twenty-five, at fifty, seventy-five, 
three dollars. Say, come on, what are you going to 
cover up with tonight? You won't have to stick your 
feet out of the window to tell when it's daylight when 
you sleep under one of these. No, no, it's a good big 
one. Three and a quarter, he says. I don't blame 
you. Three and a half, sixty, seventy-five, and I got 
the four dollars, and sold to Andy. How many do 
you want, Andy? (A Swede.) Andy says, ''Ay tank 
Ay take four." 

Here is another just like the one sold, and just 
as large, how much for this one? Three dollars, I 
have. Sure! what's the use of fussing your time 
away? You have looked the goods over carefully. 
Now let's sell them today. Three twenty-five, going 
at three and a quarter, three and a half, sixty, seven- 
ty-five, four dollars, four-ten. Sold to the lady. How 
many, please? She says two. I told you there were 
only a few of this design, and now I have only four of 
them left, that are ready for this sale today. How 



86 HIGH LIGHTS ON AUCTIONEERING 

much for the first with the privilege of ail four? 
All right, I have three dollars for one. Say, listen; 
I know you admire this beautiful pattern and you 
are waiting to get them cheaper, but this man is 
likely to take them all. Say, come on in, the water 
is fine. Only four left of this pattern. Three and 
a half, going at three and a half, seventy-five, four 
dollars, four and a quarter, a half, sixty, seventy- 
five, eighty. Are you all in at four eighty? and sold 
to the gentleman over there. How many do you 
want, my friend? All four. Thank you, he says 
he will take all I have. Well, that's ail of that de- 
sign for today. 

Now then, ladies, I am going to sell some outing 
flannel, a wool finish. Understand there is no wool 
in it, but you v/ill notice it has a splendid soft finish, 
for babies' kimonos, children's petticoats and bloom- 
ers. Twenty-seven inches wide. This is a beauti- 
ful light-blue and white. There are just ten yards 
in this bolt. I sell the bolt at so much per yard. 
How much per yard? Ten cents. Going at ten 
cents. Who will make it the fifteen? Eleven I have, 
twelve, thirteen. Now I have the fifteen, sixteen, 
seventeen, twenty, who will make it twenty-five? 
Twenty-one I have, twenty-two, twenty-three, twen- 
ty-four. Sold for twenty-four cents per yard. 

Here is another pattern just like the one I sold. 
Ten yards. Now let's cut out the penny ante busi- 
ness. Say what it's worth in a speculative way and 
buy it now. How much per yard? Twelve and a 
half, thirteen, fourteen, fifteen, sixteen, eighteen, 
twenty, sold. How many patterns do you want? 
She says three. 

All right, here is another just like it. Just tell 
me what it's worth and we are gone. Fifteen cents 
per yard. Now I have sixteen, seventeen, twenty, 
twenty-one, twenty- two, twenty- four, sold. How 
many patterns do you want, lady? She says she 
will take four patterns. That's forty yards. That 



HIGH LIGHTS ON AUCTIONEERING 87 

is the way to buy. Now then, when you want to 
do some sewing, lady, youVe got the goods to work 
on. I thank you. 

Well, well, here is another bolt just like it. I 
have twenty cents. Going at twenty, twenty-one, 
twenty- two, twenty- three, twenty- four, twenty -five, 
now I have twenty-six, and sold for twenty-six cents 
per yard. 

How many do you want? He says he'll take 
three. That's thirty yards for you. Who'll take an- 
other bolt at twenty-six cents per yard. I have twen- 
ty-five, going at twenty-five, and sold for twenty- 
five. How many bolts do you want? Two she says. 
I thank you. Who'll give me twenty-five cents for 
the next bolt? Twenty-five, twenty-six. No, I've 
got the twenty-six over here. Sold for twenty-six 
flat. 

Here comes another bolt of pink and white. 
Isn't that a beauty! Yes, there are ten yards in this 
pattern. Twenty-five cents I have, twenty-six, 
twenty-seven, twenty-eight. Come alive! Sold for 
twenty-eight cents to the laundryman. How many 
for you, Harry? Five, he says. Good. That's fifty. 
Say, Harry, you sure ought to take an outing, you 
have enough flannel to scratch you back home again. 

More outing flannel. How about this bolt? 
Twenty-five cents, twenty-six, twenty-seven, twenty- 
eight, twenty-nine. Sold. How many bolts? Two 
he says. This man here says give him two bolts too. 
The lady wants four bolts, and one bolt over here. 

Now then, trouble begins in a new place. I am 
going to sell you ginghams. Here is a bolt of lavender 
plaid. Talk to me about something good and rich, 
I sure have it now, in ten yard patterns, with privilege 
of laying in your supply. How much per yard for 
this beauty? Fifteen cents I have. Thank you. At 
sixteen, seventeen, eighteen, twenty, twenty-five 
cents per yard. Going at twenty-five, and sold. How 



88 HIGH LIGHTS ON AUCTIONEERING 

many bolts do you want? He says ten bolts. That's 
a hundred yards. Man, you sure know when to buy! 
I thank you. The lady says she'll take two bolts. 
The landlady says she'll take two bolts at that price. 
Who wouldn't take them? I thought you folks might 
come alive some time. Did you ever see any finer 
patterns of gingham? The latest and most delicate 
patterns, right from the mills. Don't the prices suit 
you? Why, you are making them yourselves. John 
says, ^^Give me a few patterns." Say, John, tell your 
wife about these bargains and see the fur fly. You 
fellows don't seem to appreciate the fact that I am 
selling an extra fine line of ginghams at your price. 
No reserve, except we reserve the right for you 
to buy them as cheap as you can, and fix your own 
price. If that isn't enough, then help yourself to the 
grapes. 

Here we have another ten yard bolt. Isn't she a 
daisy! One of those delicate plaids. Hov/ much a 
yard? Start it along. Fifteen cents I have, at fif- 
teen, at fifteen, sixteen, seventeen, twenty, twenty- 
one, twenty-two. Sold. No, I won't wait. How 
many bolts? She takes one. Who will take the last 
two of this beautiful plaid? Well, how much a yard? 
Let's go. The Swede says he give ten cents. At ten 
cents, at ten, fifteen, sixteen, seventeen, who will 
make it the twenty. Yes, I have the twenty, twenty- 
one, twenty- tw^o. Going to Norway for twenty- two 
cents. All right, Andy, settle with the clerk. You owe 
two dollars and twenty cents. 

"Ay tank I bid twenty- two cents." 

Sure you did, Andy, twenty-two cents per yard, 
Andy, did you think we were selling napkins? No, 
we sold you ten yards of elegant ginghams. 

Look! Look! what's coming! Bleached Turk- 
ish bath towels, with hemmed ends. Very absorbent. 
Twenty- two by forty- four inches. Double loop, real 
good ones. All right, pile them up here. No use of 
drying your face in the sun, it's liable to warp if you 



HIGH LIGHTS ON AUCTIONEERING 89 

do. What do you want to wear that far off look for? 
Sweeten up, let's go. You really ought to lay in a 
good supply. 

How much am I offered for the first bundle of 
six. Fifty cents. I thank you. At fifty, who will 
say the seventy-five? Sixty cents I have, now sixty- 
five, eighty, over here, and sold for eighty cents. Say, 
my friend, how many miles to your home? Thirteen 
and a third, exactly. Well, what do you know about 
that? That's just what you are paying for these 
bleached Turkish towels each. How much would you 
pay for them if you lived just one-half mile from 
town? I'd buy them on time. Sure, and I would 
have a time walking home. 

Well, I can't help it, and the directions say take 
it. So here goes. I'll try you once more on towels. I 
really don't think you need towels. Say, my friend, 
I'll give you fifty cents for your bargain on those tow- 
els, what do you say? Nothing doing he says. I'll 
keep them. 

I'll toss this half dozen towels out to you people, 
you pass on them, you surely are overlooking some- 
thing. 

How much am I offered for this half dozen? One 
dollar I have. Going at one dollar. W^ho will make 
it the half? One dollar ten, I have. Who will make 
it fifteen? I've got the fifteen, now the twenty. Yes, 
I have the twenty-five, and sold for one dollar twenty- 
five. Who wants another half dozen at $1.25. Mr. 
WiUiams says, "Give me a dozen." Possibly you will 
wake up some time. 

How much for the next half dozen? One dollar 
twenty-five I have. Sold for $1.25. How many do 
you want? Six he says. I thank you. Well, I'll put 
them away and find something you do want. The 
lady says, "Give me a dozen. Why, lady, you just 
saved my life. I was about through selling towels 
in this place. What is your name? Snodgrass, he 
says. Mr. Snodgrass wants a dozen. Mr. Snodgrass, 



90 HIGH LIGHTS ON AUCTIONEERING 

I'll sell handkerchiefs later on. The lady says give 
her another half dozen towels. You people just come 
up close and examine these towels and be convinced. 
Now you are looking at them. Two dozen for 
the baker. I thank you. How can you keep from 
buying them? This lady says they are real bargains, 
and takes one dozen. The colored man says one half 
dozen. Well, this sounds like old times. The land- 
lord says four dozen. That's the towel for the hotel. 

They won't rip or tear 

They are broad, thick, soft and long. 
You really should buy the whole smear 

And life to you would be a song. 

I don't blame you for looking those towels over. 
I am sure if you examine them you will buy them. 
Now, I'll just give you five minutes to buy these tow- 
els and the towel business will be off. Shall I put 
them away? No, he says one dozen. This man takes 
a dozen, the lady two dozen, the girl a dozen. Settle 
with the clerk as you go. 

The colored m.an back again; he wants a dozen. 
Yes, sure, I'll sell a half dozen. This man buys a half 
dozen. You will have to step lively, the time is about 
up. The hotel man takes two dozen, one dozen here. 
Two dozen here. Three dozen to the Sullivan hotel, 
one dozen to the Ainstine hotel. Ainstines take 
two dozen more. The towel sale is over. I thank 
you. I have other goods to sell. People are waiting 
for them. (I sold 360 tovv^els.) 

Now then, a few words on this towel sale, in the way of 
explanation to the reader, and especially to the man who ex- 
pects to be a real auctioneer. 

I did not conduct this towel sale in the regular auction 
style, but rather, as we say today, when we are feeling our 
way, and not just certain whether we have our bearing, we 
say we are stalling. Whether that is the proper word for the 



HIGH LIGHTS ON AUCTIONEERING 91 

place, I am not sure, but it has been used so often along this 
line that the reader will know just what I mean. 

The towels are high class goods, and it so happens, as 
occurs often, that we have practically no buyers, in that par- 
ticular crowd, and possibly they think they do not need towels 
at any price, so I am stalling, not particular whether I sell 
any towels, at least not many, and what I do sell, I sell from 
an argumentative standpoint, and actually getting fair prices, 
and having a clean sale, and even at that I sold 360 towels at 
$2.50 per dozen. 

The auctioneer must protect his buyers and always give 
them a clean deal, and he must protect the man who will al- 
w^ays trust him with his merchandise. 

These towels of high quality are usually sent with the 
stock to spice it up when you are retailing goods, but when 
the audience calls for towels it's your move. 

There are many other articles that are too high priced to 
even think of selling at auction, and are left in the stock to 
retail. 

The reader must not forget that this stock of goods were 
consigned to me to go out on the road, find a good location, 
open in retail style and finally sell the whole push at auction, 
with the exception of extra high priced goods that we used 
in a regular retail way. 

Now then, the sale continues as follows: 

Now then, we have some real bedroom necessi- 
ties in the way of bedspreads, blankets, pillows, sheets 
and so on. Look at this cotton blanket, if you please, 
68 by 80 inches, it^s a good one. How much am I 
offered per pair? Two dollars, I have. I thank you. 
At two, make it the three. BeHeve me, I'll sell it 
now. You barely got in with your quarter. Now 
two twenty-five. Fifty I have. Going at fifty, sixty, 
now the seventy, seventy I have. Who'll make it the 
dollar? Sold for $2.70. 

Another just like it, two dollars and a half, two 
sixty I have. Two seventy, sold to the lady. 

You people, come alive! Another just like the 
one you bought, lady. Who will hit the dead line at 
$3.00. Two seventy I have and sold to James Pal- 
mer for $2.70. Here's another one, it looks like the 
rest and it is like the rest. You people don't seem to 



92 HIGH LIGHTS ON AUCTIONEERING 

take to blankets. What's the matter \\dth using these 
blankets for sheets, if you don't intend to cover up. 
They are soft and what is known as fleecy down cot- 
ton blankets. 

I have $2.50 for this one. $2.75, who'll make it 
the three? I have eighty, now ninety, and three over 
here, and sold to Tom Sharp. Here is another just 
like it, will some one give me $3.00 and save time? 
Sure, the lady says give her two. Well, now you are 
talking. This man says he'll take two. I don't blame 
him. Well, now I have just six of these cotton blan- 
kets left. How much for the first, with the privilege 
of the other five. That's good, I have $2.50 for the 
first, two sixty, two seventy-five, two eighty, and 
finally I have the three dollars. I thank you, and 
sold to Leslie Thompson for three dollars. He takes 
two. 

Now let's get busy and sell the other four. How 
much for the first one. Two dollars and a half, two 
seventy-five, three, sold. How many do you want? 
He says one. Well, put the rest out of sight. I'm 
tired of blankets myself . Oh, you do? What do you 
know about that? The lady takes the other three. 
I thank you. 

Now we have something for sure. Clothing — 
yes, here is a suit of clothes for a young man. All 
wool blue serge, nicely lined, size, chest 40, v/aist 38; 
pants, waist 38, length 32. This is a custom made 
suit. How much am I offered for this suit? It retails 
for forty dollars. That's the old mark on it, but they 
need the money. The gentleman says ten dollars. 
At ten dollars, going at ten, who will make it the 
twenty? Fifteen I have. You certainly don't need 
clothing very bad. Sixteen, seventeen, twenty. Going 
at twenty. Well, that's four dollars less than half 
of the marked retail price. Twenty-one I have, at 
twenty-one. Who will make it the twenty-five? 
Twenty-two, twenty-three, twenty-four, now I have 



HIGH LIGHTS ON AUCTIONEERING 93 

the twenty-five, and sold to Pat Patterson the tailor. 
He says it beats working in a thousand places. 

Here is another just like it. Listen to sizes, waist 
3S, chest 42. Pants, waist 40, length 32. Let's go! 

How much am I offered for this suit? I have 
twenty-five dollars. Going at twenty-five, twenty- 
six, twenty-seven, twenty-seven and a half, at twen- 
ty-seven and a half. Where do you buy clothing? If 
these prices don't appeal to you you will have to come 
and get them tonight, but you may not get your size. 
All right, sold for $27.50. 

Here we have a blue worsted for men. It's a 
humdinger. Another custom made suit and it's a 
dandy. Chest 40, waist 3S. Pants, waist 40, length 
32. It's a stout and it's a good one. I have twenty- 
five dollars to start it. Twenty-six, twenty-six and 
a half, twenty-seven. Sold for $27. 

Well, her's something nifty, a beautiful gray sum- 
mer cassimere, a two piece suit. I have just about 
a half dozen suits of this pattern, like the one you are 
looking at now, and I intend to sell the whole smear, 
in about the same time you can say Jack Robinson, 
after I cut loose on them. 

Here is a man's size, coat 44, pants, 42 waist and 
33 length. This is a real suit of clothes. How much 
am I offered for this fine dress suit? Listen to me, 
if you don't break away I'll throw them back in the 
stock. These suits are high class sellers in the regu- 
lar retail way. All right, back they go. Twenty dol- 
lars I have. Well you just barely got in. At twenty, 
who will make the twenty-five? Twenty- two and a 
half, twenty- three, twenty-five. W^hat do you pay 
for clothes like these? I thanl^ you, twenty-six, twen- 
ty-seven, twenty-eight, thirty dollars. At thirty, 
make it the one. Sold for thirty flat. 

Here is another just like it, size of coat 42, pants, 
waist 3S — 33, Here, John is the size you were look- 
ing for. Will you say thirty dollars right off the reel? 
No, he says twenty-five, twenty-six over here, twenty- 



94 HIGH LIGHTS ON AUCTIONEERING 

seven, twenty-eight, thirty for John, thirty and a 
half, thirty-one, thirty-one and a half, sold to John 
for $31.50. John, I might have saved you that one 
dollar and a half if you v/ould have bid the thirty to 
start. But you got a good one. 

Here's another, size coat 40, pants 38 — 33, and 
I have the thirty the first shot out of the box, and 
sold for $30. Don't kick, I know you did not have 
much time to bid, and I intend to see that you have 
less from now on. 

I have only three suits left. Now come alive! 
Only three of this pattern. I have plenty of others. 

Listen, here's your size, coat 42, pants 3S — 32. 
Twenty-five dollars I have, thirty over here. Sure, 
I knew it was there but I couldn't locate you. At 
thirty, at thirty, thirty-one I have. Who'll make it 
thirty-two? Thirty-one, thirty-one, thirty-one, sold. 
No, I said sold. You take second m^oney. 

Only two left. Coat 44, pants 40—32. I have 
thirty dollars to start and sold. I sure appreciate 
your hitting the ball on the first move. Some people 
think it's fun to keep an auctioneer handicapped by 
dragging the sale along by slow bidding. Take it 
from me that don't buy you a thing in the world. 
Come alive! 

Here is the last of the suits of this pattern, and 
she is a good one. Size coat, 38, pants 36 — 33. Thir- 
ty dollars I have, quick as a flash. Thirty-one, thir- 
ty-two, thirty-three, thirty-four. Yes, I have the 
thirty-five. Sold for $35. 

That's $187.50 worth of clothes sold in just nine 
minutes. From now on the fur will fly. I thank you. 

Look! See what I have! Mother, I am sure these 
will interest you. Boys' two-piece suits, all virgin 
wool, blue serge or brown cassimere. Sizes from 7 to 
17 years. I will sell you this first suit of blue serge 
for an eight year old boy. Just notice the style, 
please; the three-button coat has an all around belt, 
there is a neat yoke across the back, also an inverted 



HIGH LIGHTS ON AUCTIONEERING 95 

pleat. The lining is a strong twill fabric that will 
render dependable service. 

In giving a complete description just before selling an im- 
portant article, or a line of goods, it stops all inquiry that 
would annoy and many times disturb a sale, that could other- 
wise have been a great success. You will notice the short 
description of this boy's suit, and also displaying it to the audi- 
ence, so it can be seen from every angle. The audience has 
a right to know the quality and the makeup, and without this 
knowledge you are not entitled to a successful sale, Mr. Auc- 
tioneer, and you won't have one. 

Now then, I have given you a clean description of 
this high class boys' clothing, and away we go. 

How much for this blue serge suit for the eight 
year old boy? $2.50. I thank you. At two fifty. 
Who will make it the five. Three I have. Four over 
here. Four and a half, five, five and a half. Who 
will make it the six? Yes, I have the six. Six and a 
half, seven I have and sold for seven dollars to the 
lady. 

Here is No. 2, for an eight year old. Who will 
give me $7.00, right off the bat? At five I have, 
thank you. Six, six and half, seven, sold. 

Here is another just like it for a seven year old 
boy. Now will you give me $7.00 and save time? 
Five dollars she says. The same old five to start. 
It's not where you start that usually gives me the 
heart burn. Yet, what's the matter with telling me 
just what this suit is worth so I can sell it? Six I 
have. Now I have the seven, and sold for $7.00. 

Here is a dandy for a ten year old. Seven dollars 
is the first bid, and sold for $7.00. 

Here is another for a ten year old. This man 
says he vdll take two suits at $7.00 each. You bought 
something, my friend. Say, man, you must have 
twins at your house. Yes, he says, worse than that. 

Here is another, for a six year old. What can I 
get for this suit? Sam.e old five dollars is in evidence 
again. At five, who will make it six? Six I have, 
going at six. Sold for $6.00. 



96 HIGH LIGHTS ON AUCTIONEERING 

If you folks think I v/ill just stand around here 
and wait, you've got another think coming. 

Well, I believe I'll just shift the deal. A change 
would be the proper caper. How many of you folks 
have handkerchiefs in your pockets? Well, well, 
just a few hold up your handkerchiefs. Say, I don't 
wonder you have been picking your nose ever since 
this sale started. Well, I'll sell you a few lines. 

Here we have an extra choice men's hemstitched 
handkerchiefs. They are quite large, seventeen inch- 
es square. I don't need to ask you what you pay for 
a fine quality like the one I hold in my hand. Well, 
I'll see if you really need this handkerchief. What 
would you give me for this one? I'll toss it out and 
you look it over carefully. 

Now then, I'll see what you will do with me. How 
much? The gentleman says ten cents. Well, that's 
going some, isn't it? Well, I can't help myself. The 
gentleman over here says fifteen cents. I thank you, 
thafs enough! Well nov/ then, I'll just put another 
in just like it, that's two for thirty cents, one more 
for forty-five cents, one more for sixty cents, one 
more for seventy-five cents, and the last one, a com- 
plete set of six white hemstitched handkerchiefs, and 
remember, seventeen inches square, this carton of 
six would make a fine present, good enough for any 
one and they are only ninety cents. When you get 
home tell your wife you won't be caught picking 
your nose again in company for many moons, and 
then show her your bargains. 

Do you want these at ninety cents? Yes, he says, 
he'll take them. I thank you. He takes the six at 
ninety cents. Wait a minute. Now then, since you 
are the first buyer of handkerchiefs I'll just make you 
a present of two more for good measure, and you can 
give them to your wife as evidence that this is bar- 
gain day at this place, and if the eight don't take you 
through, just tear up a few sheets, and your wife 
will tell you the rest. 



HIGH LIGHTS ON AUCTIONEERING 97 

Now then, what I did for this man I will endeavor 
to do for you. Here are the six in this carton, one 
more is seven, and another is eight. I thank you. 
This man takes them. 

Remember, they are seventeen inches square. 
Sold to this lady, and this gentleman takes a bunch. 
Another over here. You notice they are ail hem- 
stitched, just as I told you. 

This man says double the dose. He takes two 
batches, and the good work goes on. 

Don't you people think it's the proper thing to 
do to lay in a good supply when you can get the qual- 
ity of goods at these prices? This lady says that is 
just what she's doing now. And still they sell. 

This gentleman says, '^Give me another batch." 
Well, we are doing our best to supply you, and we are 
about cleaned up on this line of handkerchiefs, for 
the day. 

I shall not go any further into the details of selling in this 
merchandise sale. I have told you my system of securing the 
goods and going out on the road and realizing the money for 
the goods in the introduction to this sale. 

My terms were ten per cent for selling and then all expenses 
paid, transportation, etc. 

Sometimes we had wonderful success and a great time. I 
usually took a good man along, for there was no limit to tlie 
work, especially after a hard sale. The whole stock had to 
be invoiced, v/hich took several days of hard work. I always 
aimed to send in a statement to the parties who owned the 
goods, so they could keep a perfect record, almost daily. 

I usually had a complete line of merchandise, especially 
for the early retail trade, before I squared myself for the final 
sale. 

The writer, as he has mentioned elsewhere, is quite handy 
as an artist with the brush, and he lost no time in decorating 
the place of sale and made it the center of attraction. 

I always desired to have everything in apple-pie order 
before a sale, and then, as I have said, give my complete de- 
scription of the articles to be sold, so the only thing left for 
me to do v/as to step on her and run in high, and break the 
speed limit if possible. 



98 HIGH LIGHTS ON AUCTIONEERING 

I think it is the hardest work you can possibly think of 
to sell merchandise in a store room packed with people, but 
it is fascinating to me, and is to all live wire auctioneers. 

If you are a Christian the writer would certainly appreci- 
ate your prayers, and if you appreciate this book let me know 
about it, and I v\^ill try to keep you posted as to my evangel- 
istic work. As I stated, I shall devote my entire time to that 
kind of work when this book is published and on the market. 
So be it! 

I am sure that quite a number of people will find abun- 
dance of help in this book, as a guide to auctioneering, and 
that it will be a great help to new beginners. Well, when 
you purchase this book you pay the regular price asked for it, 
and I certainly appreciate it in helping me in the evangelistic 
work. So that squares that account. But if the "High 
Lights" in this book appeal to you, and my religious experience 
should persuade you to live for Christ, or should you decide 
to preach the gospel, write and tell me all, and I will testify 
for you in my evangelistic campaigns wherever I go. Then 
the angels can give you the results in the glory land. Amen! 

t: i:^ ^ i? i:^ 

REAL ESTATE OPPORTUNITIES 

The greatest field for future auctioneers will be 
real estate, land especially, for it is the only real se- 
curity on earth; all other things perish with age; the 
land will still be there until God in His wisdom sees 
fit to destroy it. 

The writer has had remarkable experiences in 
selling real estate, especially town sites, improved 
farms, and large tracts of land. One Government 
sale consisted of one hundred and thirty-one 80-acre 
tracts, making 131 sales, as each tract was sold sep- 
arately. The sale ran over a quarter million of dol- 
lars, and was conducted in a little over two hours and 
a half. The picture of said sale can be seen in this 
book, taken while sale was in operation. 

We have had many unique experiences in selling 
town sites. Sometimes the occasion was intersperse'd 
with a wild west show, in the way of a roping contest. 



HIGH LIGHTS ON AUCTIONEERING 99 

The wildest steers in the country would be gathered 
up, put in a corral where it was most convenient for 
the fray. Then the roping contests would take place 
at an hour that did not interfere with the auction sale. 
Usually some one would ride a wild steer some 
time during the day, which is always considered a 
real dangerous feat, but the climax of the day would 
be the riding of some outlaw horse that had killed 
a number of m.en. This usually was done for a purse 
of fifty dollars or more that was taken up in the 
crowd. Usually four to six men (cowboys) would 
ride close to the outlaw horse while he was pitching 
his best, with their six-shooters in hand, ready to 
shoot the horse if the man should fall, knowing that 
the horse would kill him if allowed to do so. This 
was the final of this particular sale, and everybody 
knew that they had seen the best horseback riders 
in the world. A real genuine lot sale, accompanied by 
a wild west show that will not be forgotten in a life- 
time. 

it i:^ ^ t! i^ 

A TOWN LOT SALE 

Homesteads Flying in the Air — Too Much Sand in 

Our Craw — We Stayed and Won 

Here is one, for instance, that would melt the 
heart of a grindstone, paralyze a new beginner, and 
. make an old live wire auctioneer think that the last 
day was coming that night. It occurred in Pecos City, 
Texas, April 21-22, 1910. Pecos City is four hundred 
miles west of Fort AVorth, Texas. 

The men who promoted this sale bought an option 

on a traet of land to the southwest of the city, then 

advertised very extensively over the East as well as 

tWe great Southwest, for an auction sale of lots at 

.Pecos City, Texas, April 21, 1910. There was a 



100 HIGH LIGHTS ON AUCTIONEERING 

large tent erected on the ground where the sale oc- 
curred and a platform erected, and on this plat- 
form was a large plat of the addition to Pecos City. 
The streets, blocks and lots were named and num- 
bered in bold letters so that the audience and buyers 
could see and keep tab on the sale. The City of 
Pecos at this time had a real uniformed brass band, 
which was directed by an artist who was employed 
for the business. 

Pecos City also had a real commercial club, man- 
aged by a high-salaried man, of more than ordinary 
abihty. The band and commercial club were both 
in evidence at this sale. The crowd was there, the 
seats were filled with representative people and stran- 
gers from everywhere. 

On the north side of the big tent the trenches 
were dug and the large balloon and parachute were 
lying in wait to make the first balloon ascension and 
parachute leap in the history of that part of the coun- 
try. 

The band played several choice selections while 
the crowd adjusted themselves for a real wild and 
woolly auction sale. 

The weather seemed to be ideal, however, in the 
northwest I could see a strange-looking cloud that 
reached beyond the horizon in the northeast and the 
southwest. It appeared like a great pillow hugging 
close to the ground. Before I could butt in and ask 
whether there was a rain coming, some stranger from 
the North took it away from me and put his hand on 
a Texan's shoulder and said, "Don't you think we 
are going to have an awful rain?" The Texan an- 
swered, ''When a man asks about rain here we know 
he is either a fool or a newcomer." I was glad I had 
stayed in the dry. I was informed that day that it 
had not rained at that place for six years. 

Now that the crowd was there, the prospects could 
not have been brighter for a successful lot sale. The 



HIGH LIGHTS ON AUCTIONEERING 101 

president of the commercial club took the platform 
and in a few moments had every one interested in 
the future prospects of Pecos Valley and the beauti- 
ful little city. While he was orating I thought I would 
take a peep around the corner and see what the 
threatening cloud was doing, for I knew that if the 
sale blew up the 1,100 mile trip would be unprofitable 
to me. 

I saw that the cloud was getting close and looked 
very angry, but the Texans seemed to be satisfied, so 
why should I worry? I turned around just in time 
to be introduced to the citizens of the Pecos country 
and the many newcomers as the live wire town site 
auctioneer of El Reno, Okla., the lot-a-minute man. 

As I have already stated, the plat of the addition to Pecos 
City was located on the north side of the large tent on the 
platform where every one could see the location of the lots and 
keep tab on the sale, and also on the north side so that the 
auctioneer during the sale could point to the location of lots 
he was selling from the platform out in the addition and never 
get confused as to directions. 

This pointer may not appeal to the reader at first, but 
experience is a real good teacher and the writer has been there. 

After the president of the commercial club had 
finished his* remarks complimentary to the future pros- 
pects of the Pecos Valley and city there was little left 
for the auctioneer to say except to touch on the many 
artesian v/ells in that city, the wonderful climate, the 
most moral city we ever knew, with her magnificent 
churches and schools, and a commercial center, in 
fact, the best town in a radius of one hundred miles 
or more. 

All this was true, and I must add that I was im- 
pressed with the great Christian influence of that 
place, where boys and girls could grow and develop 
beautiful characters; and the writer paid the best 
compliments he had in store. 

Then we gave the terms of the sale; and then, 



102 HIGH LIGHTS ON AUCTIONEERING 

almost simultaneously two things happened. First, 
like a flash we turned our face to the plat on the frame 
to sell the lots to this multitude of people who we were 
sure were eager to buy — but the storm beat us to it. 

Almost instantaneously it turned dark, and, as it 
seemed to us, there were fifteen million homesteads 
flying in the air, and no one had the nerve to file on 
them. The confusion was terrible — it was a real 
sandstorm — and there was no sale at Pecos City on 
that date. 

We lost our nerve, at the same time we had plenty 
of sand in our craw. The tent v/as sv/ept away, 
the balloon man called for men to stand on the bal- 
loon and parachute until he could load them for town. 
The crowd bored their way through the storm back 
to Pecos City. 

When the writer reached the real estate office in 
town he found the promoters of the sale sitting bent 
over with their faces buried in their hands. They 
had placed their all on an option on this addition, and 
to fail meant to lose all, and they had only a short 
time to make good. The office windows and doors 
were dancing and squeaking, dust and sand shooting 
in from every direction, and we all looked like chim- 
ney sweeps. No one had a word of comfort for the 
other fellow, so it was the hotel for me. 

The storm lasted until midnight. The following 
morning was the most beautiful I ever saw and I fell 
in love with Pecos City. It was calm and clear as 
a crystal. 

We all took new courage and began to arrange 
for the auction on the main street of the city. The 
first cutting of alfalfa was then on the market and it 
was a beautiful pea-green. We arranged for many 
wagons to load up to decorate the place of sale as 
well as a splendid advertisement for the country. 
With the alfalfa we formed an arc with the wagon 
loads of hay, and on the north side of same we placed 
the plat of lots for sale. It was a beautiful arrange- 



HIGH LIGHTS ON AUCTIONEERING 103 

ment, and it seemed almost everybody was there. 
The band was in readiness again. Immediately after 
the music we were master of ceremonies, and the 
center of attraction. Again we were complimenting 
and shifting in line for the auction that was now due. 
After a few appropriate remarks that are always in 
order at an important sale to steady the crowd and 
secure their undivided attention, the auctioneer 
once more turned his attention to the plat, and a real 
auction sale of lots v/as on. The 1,100 mile trip was 
not in vain, and the promoters of the sale took new 
courage and a new lease on life. 

I give this true practical story to show that an 
auctioneer's reputation travels parallel with the offer- 
ings that are entrusted to him, and he can not afford 
to weaken or lie down on a clean deal, on any spot 
on the road. 

This sale occurred twelve years before the time 
of this writing. At that time the writer was not a 
Christian, though he always tried to show the keenest 
respect for Christianity. For the last ten years this 
auctioneer has been a consecrated Christian, and it 
may seem^ to most readers rather unique that quite 
frequently we open auction sales with prayer and 
song. However, we are very careful that we do not 
commxcrcialize religion. 

Again, we might drop another little testimony 
here, that we do not think of opening an auction sale 
of any size or importance without first talking to the 
Lord about it. Don't you think that a good system? 
Try it. 

When an auctioneer reaches the place of sale, it 
is almost always the case that the proprietor and his 
wife are tired and nervous, and an auctioneer can 
soothe and comfort them by being on hand early and 
assuring them that he will assume all responsibility 
from now on, and that they need not worry any 
further. Then you will find almost without exception 



104 HIGH LIGHTS ON AUCTIONEERING 

that the people for whom you are selling will warm 
up to you. Then take the proprietor and together 
look the offerings over and get familiar with ail the 
conditions in detail. Then if you fail you will have 
the satisfaction of knowing you have done your best. 
Sure, it's a great life. 

t^ ik ^ i^ ^ 

A FARM SALE 

An Old-timer Has Sold the Farm and Is Moving 
Away. He Was a High-class Citizen and an 
Early Homesteader — Here an Opening 
Talk Is in Order 

Ladies and Gentlemen: 

I consider it a pleasure to conduct this auction 
sale today, not that any one is glad that Mr. Jones 
is going away. No, no, we would much rather he 
would stay, for we need more men like him. He is 
a practical farmer, he was a homesteader, he was a 
real neighbor, and when you find a family that was 
more congenial and hospitable you will have to find 
them in some other country, they are not here. They 
came here when it tried men's souls, and stood the 
test, and helped to develop this conutry that today 
is a top notcher with advanced civilization. 

No doubt many of you here remember the great 
gathering of humanity on the borders of what once 
was Oklahoma Territory, waiting for the signal shot 
at high noon, to make the rush for a piece of Uncle 
Sam's domain. This man Jones was in the shuffle. 

When the signal shot was fired thousands of peo- 
ple were rushing pell mell in every conceivable vehi- 
cle and on horses in a mad drive that has no parallel 
in the history of any country. 

Uncle Sam told Am.erica that Oklahoma was open 
for settlement, and the rush was on, trying to beat 



HIGH LIGHTS ON AUCTIONEERING 105 

the first train into the best country in America, in 
order that they might stick a stake on the claim of 
their choice, and secure a home in the paradise of 
the great Southwest. 

The men and women who have stood the test in 
the storms, hot winds, failure of crops, and hardships, 
far from markets, far from the old home, that is 
characteristic of the development of every new coun- 
try (barring sickness, death, and other misfortunes 
that may come), are living by their own firesides with 
grain in the bin and products to sell. 

No good has ever been accomplished without sac- 
rifice, and I would like to mention to you that there 
is a real old-time sociability that exists in the early 
development of a new country, mixed with hardships 
and failures that never comes but once. 

The family that stands the test as this family has 
stood, are certainly desirable citizens, and we regret 
to see them go. 

Now I will give you the terms of this sale and v/e 
are off. I trust we will be careful to see that he gets 
value received for his offerings, and v/e will make it 
so congenial for him that some day he will come back 
again. Listen to the terms: Twelve months time at 
ten per cent interest from date. Three per cent dis- 
count for cash. Everything must be settled for be- 
fore removal from sale ground. 

The first offering is a wheelbarrow. How much 
am I offered for it? Two dollars. Sold. The next 
thing on the program, a bunch of tools. How much 
for them? Fifty cents, I have. Sold. Who'll be the 
next lucky man to own these two forks? One dollar 
I have, and sold for one dollar. 

Here is a barrelful of forks, shovels and hoes. How 
much for the barrel and all. Fifty cents, sixty, seven- 
ty, one dollar, one twenty-five. Bid on them if you 
want them, barrel and all. Tv/o dollars, I have. $3.00 
over here, that's enough, sold. No, I have said sold; 
that makes it so. 



106 HIGH LIGHTS ON AUCTIONEERING 

How much for this pile of junk? Fifty cents. It's 
yours. Here is another bunch of any-old- thing. I 
am offered one dollar. That's too much. Sold. 

Now we have a good dresser. Cost $35.00. How 
much? Let's go. Five dollars, six, seven, eight. 
The lady says ten. At ten. Who v/ill make it fifteen? 
Eleven I have, twelve over here. Again the lady bids 
fifteen this time. Thank you. Sixteen, at sixteen, 
and sold for sixteen. 

How much am I offered for this iron bed, mattress 
and springs complete? Some one start it along. You 
fellows certainly don't sleep out of doors, do you? 
Where do you sleep? When a man spends three- 
fourths of his time in bed, he surely needs a rest oc- 
casionally. I have five dollars. Going at five, .who 
will make it ten? Six I have, seven, eight, ten, eleven 
I have. The twelve over here. Fifteen, sixteen, sev- 
enteen, eighteen. Why don't you say what it's worth? 
What do you suppose the mattress alone would cost? 
Twenty over here and sold for $20.00. 

Say, here is Noah's bed, with a rush bottom 
spring, the longer you sleep the more you wake up; 
the more you lie down the more tired you get. It 
might be good for rheumatics and cure rains, pains, 
strains, carbuncles, and calloused lumps upon the feet 
and hands, but I am sure it w^on't. How much for 
this notorious bed. Thirty cents. Sold to the col- 
ored man over there. No, you are too late, this man 
got it. 

Quite frequently you have a mess like this. If you can't 
put a little life into the sale, let it alone. A spark of comedy 
frequently helps wonderfully. 

Now then, ladies and gentlem.en, v/e are about to 
sell you an Estey organ, the lady says the organ is in 
elegant condition. It has a rich tone, and you will 
notice it is beautifully constructed. No home is com- 
plete without music. Lady, what did this organ cost 
you? Ninety dollars, she says. No reserve. How 
much am I offered? Start it along. Twenty-five 



HIGH LIGHTS ON AUCTIONEERING 107 

dollars I have. At twenty-five. Who will make it 
fifty? Thirty, thirty-five, forty, forty-five. Who will 
make it fifty? At forty-five, who will make it fifty? 
Forty-six, forty-seven, forty-eight. Now I have the 
fifty, and sold for fifty. 

How much for this washing machine and wringer 
complete? It's a real good one. Two dollars I have. 
Why, that's awful. What would the wringer alone 
cost you? Three I have, four, five, six, seven, eight. 
Sure. Let's give this old settler and friend at least 
two-thirds as much as you are willing to give anybody 
else. Ten dollars I have, and sold for ten dollars to 
the lady. 

Now the Farm Machinery 

Here we have a gang plow, and a good one, that 
cost over one hundred dollars. You all know Mr. 
Jones is going away. The stuff must sell. It's up to 
you. 

You never attended a cleaner sale in your life. 
Jones will never murmur. You remember ''Jones 
pays the freight." Let's go. Forty dollars I have for 
this new gang. Forty-five, fifty, fifty-five, now I have 
the sixty, who will make it the seventy? Who will 
make it the seventy? The last at seventy, and sold 
for seventy dollars to Cal Everett. 

How much for a three-section harrow. Eight dol- 
lars I have. Going at eight, at eight. Don't you ex- 
pect to stir your ground? At eight I have. Well, 
paw it up with your fingers, I don't care. Nine dol- 
lars I have, and sold for nine dollars to Johnson. 

Two riding cultivators. Take your choice with 
the privilege of both. Both good ones. Ten dollars 
I have. At ten, eleven, fifteen, sixteen, seventeen, 
twenty, come on, com.e on. A.t twenty, I have, who 
will make it the twenty-five? Sold for twenty dollars. 
How many do you want? He takes them both. 



108 HIGH LIGHTS ON AUCTIONEERING 

Now the Horses and Harness 

Here comes a span of mares. They are good ones. 
Well, we will sell the harness first. How much for 
this set of double work harness ? Twenty-five dollars. 
A-going at twenty-five dollars, thirty, forty, forty- 
five, forty-six, forty-seven, who will mxake it the fifty? 
What is the use of fussing around on these small bids? 
You know what these harness are v/orth. Fifty dol- 
lars I have, fifty-one, fifty-two, fifty-three, fifty-five. 
Who will make it the sixty? Sure, he says sixty. All 
in at sixty? The last call, at sixty, and sold for sixty 
dollars fiat. 

Now move those mares out and bring them up on 
the run. Let's come alive! Now you're talking to 
me. See them coming in. I guess that's good action. 
It will shake the stink off of them. They stood there 
so long v/ith the harness on they forgot it was an 
auction sale. Mr. Jones says the mares are eight and 
nine years old. Splendid v/orkers and always true 
pullers. Weigh 1400 and 1450. I'll sell first choice 
with the privilege of both. Now let's go. One hun- 
dred dollars for first choice. At one hundred, who 
will make it the fifty? Twenty-five I have, one twen- 
ty-five, who will make it fifty? Last call at a hun- 
dred and a quarter, one thirty, one thirty-five, one 
forty. Who will make it the fifty? and sold for one 
hundred forty dollars. Do you want them both? 
Sure he took them both. 

Now then, we have two choice milk cows to sell. 
Here comes the first. What do you think about this 
extra fine looker? He says she will give you six gal- 
lons of rich milk a day now. This is a v/alking dairy, 
and he says the other cow is just as good, both fresh 
now. Well, one at a time. How much am I offered 
for a real dairy cow? One hundred I have, who will 
make it the one hundred fifty? I have the twenty- 
five, one twenty-five, who will make it the fifty? Re- 
member, such extra choice milkers don't appear in the 



HIGH LIGHTS ON AUCTIONEERING 109 

sale ring often. One thirty, forty, fifty, sixty. Well, 
I hope. Seventy, going at seventy, who will make it 
the five? Do you know what I am going to do? I 
am going to sell one with the privilege of both. These 
cows are so well mated in quality they ought to go 
together. Think of a man getting twelve gallons of 
milk from two cows in a day. That's a real dairy 
right off the reel. At twelve and a half cents a quart 
would be six dollars per day, or one hundred and 
eighty-six dollars for one month. I guess that's a 
kind of poor investment. One seventy-five, eighty, 
ninety, two hundred. Going at two hundred. Are 
you all done at two hundred? and sold for $200. 
Yes, he says he'll take them both. 

The reader will notice that the writer always sells good 
values from an argumentative standpoint. When you can 
prove without question to the buyer that the offering is profit- 
able to him, you have made a sale. An auctioneer must have 
the confidence of the people in order to hold territory and bus- 
iness. In this sale writeup the writer only sells some of the 
important offerings. 

Say, look what that man is bringing into the sale 
ring, you dairymen over there! Take off your hat. 
Have you got anything like this around your place? 
Mr. Jones, please step into the ring here, and give the 
people just a few pointers on this remarkable young 
cow, and then bid her goodby. 

If the man you are selling for is a good, reliable man, it 
will give the sale a wonderful lift to have him step into the 
ring occasionally, when there is a good offering in the ring, 
like the one we are selling now. Sometimes the wife is the one 
to be in evidense, in fact, it is quite often so. Here Mr. Jones 
is in evidence as follows: 

Well, this four year old heifer is one-third Jersey, 
and there is a strain of Guernsey, and also Holstein. 
Her mother was the best milker we ever owned, and 
while we never made a specialty of registered dairy 



110 HIGH LIGHTS ON AUCTIONEERING 

COWS, we tried to buy the best, and we never kept any- 
poor ones. This cow will be fresh in about ten days. 
Some one will get a good one. No reserve. Help your- 
self. 

Now then, you have heard Mr. Jones. He says 
help yourself. She surely carries her dairy sign with 
her. She looks kind of poor, doesn't she? No, says 
the man. Well then, buy her. How much am I of- 
fered for this creamery? 

One hundred dollars I have to start her. One 
hundred, going at one hundred, who will make it two 
hundred? One twenty-five, thirty, forty, fifty, by 
two, seventy-five by two. Well, well, come on, come 
on. Eighty I have, now the ninety, ninety-five. 
Don't you want a real cov7? Two hundred I have. 
At two hundred, at two, at two, who will make it the 
twenty-five? Say, Mr. Jones, how much will this 
cow give when you take good care of her? Six gal- 
lons of extra rich strained milk. 

The last bid was two hundred dollars, and I cer- 
tainly don't want to embarrass the cow, but I would 
like to see her get a good home. At two, at two, at 
two ten, sure. I don't understand what you are wait- 
ing for. Two fifteen I have, twenty, twenty-five, 
thirty, thirty-five. Come alive. Going at thirty-five, 
forty, now I have the fifty. All done? and sold for 
?250. Take her out. 

See what's coming now! The big roan Durham 
cow. If she gives milk in line with her individuality, 
she must be a hummer. Mr. Jones says you will make 
no mistake in buying her. He says she is a very 
strong m_ilker and any child can milk her. She is an 
easy milker and a perfect pet in the family. That's 
all I want to know about her, but I want to tell you, 
she gives three and one-half gallons of milk now. She 
has been fresh about ninety days. Here we have not 
only a rich milk cow, but an extraordinary stock cow. 
In fact, it's a real cow like this beauty in the sale ring 



HIGH LIGHTS ON AUCTIONEERING HI 

and at the same time a good dairy cow, then you are 
in the real cattle business for sure. 

Let's sell the roan. Some one just say about what 
she is worth. Sixty dollars I have. Going at sixty, 
who will make it the hundred? Sixty-five, sixty-five, 
sixty-five, sigity-five, sigity-five, skiventy-five, who 
will make it the eighty? Skiventy-five. If you stock 
men don't want this cow any more than your bids 
indicate, you had better get out of the cattle business. 
Here is a wonderfully fine individual, and a good 
milker, too. Eighty over here. Ninety, ninety-five, 
one hundred. Why did you wait? I don't have to 
describe this cow. She speaks louder than any auc- 
tioneer on earth. One hundred, make it the ten, make 
it the ten. I got the five. One hundred five is all I 
have on this beautiful roan. Thank you, I have the 
ten; who will make it the fifteen? Make it the fif- 
teen? Yes, I have the fifteen, sixteen, seventeen, 
twenty. Going at twenty. Look out, I am selling 
now. All done and sold for $120. Get her out. Get 
her out. This sale is history. Now bring in the 
calves. 

Here we have ten calves, eight of them heifers out 
of these choice milkers. I sell the eight heifer calves 
all together at so much per head. Crack down on 
them. Here is a golden opportunity to raise a dairy 
herd at your own price. 

I have fifteen dollars per head, sixteen, seventeen, 
twenty. I should say yes. Now I have the twenty- 
one, twenty-two, twenty-five, going at twenty-five, 
who'll make it thirty? Make it thirty? Make it 
thirty. Make it thirty. I have the twenty-six, twen- 
ty-seven, twenty-eight, now I have the thirty. Say, 
these calves will be long yearlings before I sell them, 
if you go to sleep on me. Thirty dollars was the last 
bid, and sold for thirty dollars to Chris Hess. 

Now we sell the two steer calves. How much am 
I offered per head for the two? Fifteen dollars I 
have, sixteen, seventeen, eighteen, twenty dollars. 



112 HIGH LIGHTS ON AUCTIONEERING 

Going at twenty, who'll make it thirty? At twenty- 
one, twenty-two, twenty-three, twenty-four, twenty- 
five. Are you all done? Sold for $25 flat. 

I have not fussed any time away with small things, only 
on good values in this writeup. This is nothing more than a 
real, practical sale, right off the bat. At the close of a sale 
like this one thank the audience in behalf of the Jones family, 
and after a goodby, I thanlc Mr. Jones and his wife for the 
fine dinner and sale, wishing them well and a home in heaven. 

^ -iz t^ it ir 



THE SPRUNGER FARM S.^E 

A Wonderful Farm Sale for the Rev. Mr, Sprimger 

Rev. Sprunger, who lived seven miles north of El 
Reno, while he was a remarkable farmer was a Men- 
nonite preacher, and one of the most consecrated men 
the writer ever knew. More than that, he was deeply 
interested in the converted auctioneer. To see him and 
his devoted wife present in any of the evangelistic 
services I conducted always m.eant a victory for me. 

The Mennonites at one time were quite numerous 
in this neighborhood, but they had moved away and 
only a few were left, so the brother sold his farm and 
purchased a place in Oregon. 

We were employed to conduct the auction sale 
that followed. It was a beautiful day and we had a 
mammoth crowd. When the free lunch was served 
we called this multitude together and somehow there 
was more significance attached to the conducting of 
this sale than we had even imagined. The man and 
his family who had taken so much interest in this auc- 
tioneer, who was saved at the eleventh hour, who I 
knew were praying for me daily, were moving away, 
never to return. But he was going into the ministry, 
the most wonderful business in the world. 

The great crowd had gathered around the house 




Col. J. P. GuTELius 

Seventeen years ago a live wire auctioneer 



HIGH LIGHTS ON AUCTIONEERING 113 

for the lunch. I was standing on a large table, and 
the Lord said, 'Tray.'' With a few remarks touch- 
ing on the character of the Sprunger family, and what 
they meant to me, I asked the people to bow their 
heads in prayer with me. After the prayer we sang, 
''We'll Never Say Good-by in Heaven." 

So far as the writer was personally concerned we 
would much rather have turned it into a revival, but 
the lunch was on, and we swung into line for one of 
the most successful sales, an hour later, that the com- 
munity had ever known. 

One O'clock, Sharp 

Lunch was over, and people began to look over 
the offerings. Again I called the crowd together, this 
w^as different, this was auction. I gave the terms and 
then I dashed over to a large work bench and began. 

How much for these two pails? Fifty cents. Sold. 
How much for these two pails? Fifty cents, sixty, 
sixty-five, sold. How much for this stack of dishes? 
Fifty cents, thank you. Sixty, seventy, eighty, one 
dollar. Sold. How about these dishes? Fifty cents. 
Sold. Now the three skillets, how much? How much? 
Twenty-five, thirty, forty, fifty, seventy-five, one dol- 
lar. That's enough, sold. 

There is no use in my going through all this small stuff in 
detail. Any one who has ever attended public sales knows the 
lingo of calling bids, so we will pay attention strictly to larger 
articles and live stock. There were, however a great many 
small articles and various tools, as you will usually find at all 
large farm sales. 

Here we have a De Laval cream separator, a 
good one. How much offered? Thank you. The 
lady says ten dollars. At ten, who'll make it fifteen? 
fifteen, sixteen, seventeen, eighteen, twenty. Sure! 
How do you expect to separate your cream? Do you 
expect to blow it off? I hope not. Twenty-one, 



114 HIGH LIGHTS ON AUCTIONEERING 

twenty- two, twenty- three, twenty- four, twenty-five. 
Say, this milk will sour before you buy it, and sold for 
twenty-five dollars flat, to the lady. 

Oh, a kitchen cabinet is a joy forever. Here's a 
good one. The lady says five dollars. The lady over 
here says ten, eleven I have. Who'll make it twelve? 
Fifteen over here. That's more than I expected. Six- 
teen, seventeen, twenty. You said something, at 
twenty. This cabinet cost at least forty dollars in 
town. A kitchen is not complete without one of these. 
Twenty-one, twenty-two, twenty-three, twenty-five. 
Come alive, come alive! No wonder your wife is al- 
ways tired, she walks herself to death hunting the 
cooking utensils, flour, meal, pans, skillets, and rolling 
pins. She ought to crack you one on the noodle and 
give you an alligator finish with a cow radish grater. 
Twenty-six at last, twenty-seven, twenty-eight, twen- 
ty-nine, thirty. Say, that's enough. Sold to that 
bachelor over there. 

How much for the three-piece parlor suite? Gen- 
uine leather. Twenty dollars. Say, I'm selling the 
three pieces. Oh, do you know it? All right, twenty- 
five, I have. Twenty-six, twenty-seven, thirty, well, 
I hope so. Mistress, tell this man what this suite cost. 
Ninety dollars, she says. At thirty, make it the five, 
make it the five, make it the five, make it the five, and 
sold for thirty-five dollars. No, you're too slow and 
too late for this parlor suite. This man bought it. 
You'll get a suite, no doubt, from your wife, but it 
v/ill be a suit for divorce. 

How much for this Estey organ? It sure looks 
like a good one. The lady says it's in fine condition. 
Twenty dollars I have. At tv/enty, who'll make it 
twenty-five? Thank you, I have the twenty-five. 
Twenty-six, twenty-seven, twenty-eight, and the thir- 
ty, too. Thirty, thirty, all done at thirty? Sold for 
thirty dollars. 

How much for this Axminster rug? A good one, 
five, six, seven, ten, eleven, twelve. Who'll make it 



HIGH LIGHTS ON AUCTIONEERING US 

fifteen? Thirteen I have. Fourteen over here. Four- 
teen and a half, and now I have fifteen. All done? 
Fifteen and a half, sixteen, sixteen and a half. Are 
you through at sixteen and a half? Sold to this lady 
for sixteen dollars and a half. 

Here we have an extra fine cupboard, with four 
shelves above and two below. How many more do 
you want? If you keep those six shelves loaded with 
grub you will surely have Mrs. Hubbard beat in a 
thousand places. When she got there the cupboard 
was bare, and the dog had to eat some underwear — 
and died. How much for this cupboard? Two dol- 
lars I have. At two, who will make it the five? Three 
I have. Going at three, at three, at three, four I 
have, and gone at four, and so am I. Sold to the col- 
ored man on the auto mow hay, but it won't. 

Six dining chairs at so much each. Some one cut 
loose. Fifty cents, fifty-five, sixty, seventy-five, eigh- 
ty, ninety. Going at ninety, sold for ninety cents 
each, or $5.40. 

Look at this fine leather rocker. Why, it's the 
next thing to music in a man's home. Let's sell it. 
Five dollars I have. At five, at five. Going at five. 
Six over here, and seven by the lady. Sold to the 
lady. 

Come on, come on! Here we have a real buffet. 
When you take this home, take it from me, you have 
bought a real piece of furniture. See how massive 
it is. Isn't it a beauty? It cost about $65. You 
buy it as cheap as you can, and I'll sell it as high as 
I can. Notice drawer lined with bronze green plush 
for your silverware. One drawer for tinware, and 
one for your false hair, and really I don't care, if 
you'll just be fair. Some one crack down on this 
buffet. $25.00. Well, I should hope so. Twenty- 
five I have. Is it possible only twenty-five? Yes, 
thirty over here. At thirty, a-going at thirty. Ah, 
the furniture man says forty. I thank you for the 
forty. At forty, at forty, sold for forty dollars. No, 



116 HIGH LIGHTS ON AUCTIONEERING 

no, this man bought it at forty. We are selling today. 

Now the auctioneer runs as fast as he can to another place 
where the beds are, yelling at the top of his voice, "Come on, 
boys! Come on, boys! The half of you fellows spend too 
much time in bed. You'll either have to cut that out or get 
a good one to sleep on. Here is a good one. You fellows are 
dead on your feet." 

Your audience will be just as much interested in the sale 
as you are, and will be delighted to bid fast and furious if you 
will set the pace. 

This sale should be moving fast now, and the auctioneer 
should talk fast and loud, putting in all the extras above. 

Say, man, this is some bed with a hair mattress, 
but the man is going away, and he says on his sale 
bills, "Sell it today." This bed, mattress and springs 
is so complete I'll sell the whole smear together. The 
man says springs, mattress and bed cost him forty 
dollars. How much will you give? Thank you, I 
have twenty dollars. Who'll make it the five? I 
have the one, who'll make it the five? Two I have, 
three, four, five. Twenty-five dollars. All done? So 
am I. Sold for $25. 

Now then give me your attention. We will sell 
the chickens. Then the hogs, then the sheep, then 
the horses, and last the cattle. You will notice that 
Mr. Sprunger is a real chicken man. It was a profit- 
able business to him. Now comes your opportunity. 
They are all put up in coops, two dozen in each coop. 
We will describe them as we sell them. How much 
am I offered a bird for the two dozen White Plymouth 
Rocks in No. 1 coop? Fifty cents I have. Sixty, 
seventy-five, one dollar, one and a quarter, and sold 
for $1.25, to Mrs. Wilson. How many coops do you 
want, Mrs. Wilson? "I'll take six coops." All right, 
Mr. Clerk, Mrs. Wilson takes the first six coops at 
$180.00. How much for the birds in the next coop? 
I have one dollar for these White Plymouth Eock 
pullets. Yes, they are pullets. One dollar and a 
quarter, one thirty, who will make it the forty? No, 



HIGH LIGHTS ON AUCTIONEERING 117 

he said he'd make it dollar thirty-five, and sold for 
$1.35. How many do you want? "I'll take them all." 
He takes five coops pullets at $162.00. 

Now then, we have one large pen of mixed chick- 
ens, 130 in all. How much am I offered a bird for 
the whole push. Fifty cents, a-going at fifty cents, 
sixty, seventy, eighty, eighty-five. Who will make it 
the dollar? Ninety, going at ninety, ninety. Sold 
for ninety cents to Jack Medcalf for $117.00. Tell 
me it doesn't pay to raise chickens. 

The above chicken sale can be pulled off in just a few 
minutes. Good, clean chickens are always in demand, and 
especially on a chicken farm. The main thing is to have them 
ready, and where they can be seen. Often some buyer takes 
them all. 

Again the auctioneer makes a wild run for the hog pens. 
The crowd catches the enthusiasm and many of them will run, 
and when you can get a crowd that are ready to step up and 
keep the pace with a live auctioneer, the battle is won. An 
auctioneer has no business to be anything but a live wire. 

Now the auctioneer turns his face toward the enthusiastic 
audience that has followed so closely, and secures their undi- 
vided attention just a moment, and begins as follows: 

Now then, gentlemen, we are ready to sell the 
hogs. I'm sure those of you who are interested in 
hogs have looked them over, and you know just what 
we have in this sale. Here we have a choice brood 
sow with nine dandy pigs at foot. We will sell her 
with the pigs. That's a picture good enough for any 
farm journal in the world. 

How much am I offered for this family? What 
will you give for this mortgage eraser? I have thirty 
dollars. Oh, let's save time and sell this incubator 
and her little ones. The man says fifty dollars. I 
don't blame him. At fifty, who will make it seventy- 
five? Sixty I have. Sixty-five, seventy, eighty, nine- 
ty. You hog men, you certainly can't overlook a 
brood sow like the one in this pen. Ninety-five dol- 



118 HIGH LIGHTS ON AUCTIONEERING 

lars, going at ninety-five, and sold to Buskirk for 
ninety-five dollars. 

Over the fence to the next brood sow with eight 
pigs at foot. The man says she had twelve pigs but 
lost four in a rainstorm. Well, that isn't her fault. 
Look at her wonderful individuality. You don't need 
many brood sows like this one to put you in the hog 
business. You take care of her and she'll put gas 
and oil in the car, money in the bank, dress the kids 
and feed them. She is a good one. 

How much for this choice brood sow. Fifty dol- 
lars I have by three, sixty by two, seventy-five, eigh- 
ty, eighty-five. Now the ninety. Sure I've got the 
ninety. At ninety, who'll make it the five. One hun- 
dred I have. You are sure overlooking a bargain. 
At one hundred, who will make it the ten? And sold 
for $100. 

Now the next pen of ten shoats, average about 
eighty pounds. Isn't that a smooth bunch? I sell 
them all together at so much per head. I have eight 
dollars per head. Nine, nine and a half, ten, ten and a 
half, eleven, twelve, twelve and a half, twelve seven- 
ty-five, thirteeen, thirteen and a quarter. Sold for 
$13.25 per head. 

The next pen of ten shoats average seventy-five 
pounds. I have eight dollars for them. Nine, ten, 
eleven, twelve, thirteen. Who'll make it the fourteen? 
At thirteen, and sold for $13.00 to John Lucas. 

Now we sell the male, a registered Poland-China, 
three years old. Look at that arched back! I realize 
he is three years old, but notice the fine condition. 
If you need a m.ale he will sure make you money. I 
don't know how much he made for this man, but just 
in this sale I sold more than three hundred dollars 
worth of his get, and he can do the same for you. 
Well, let's sell him. What is he worth? Twenty-five 
dollars I have. At twenty-five. Who'll make it fifty? 
Twenty-six, twenty-seven, twenty-eight, thirty. Go- 
ing at thirty and sold for $30. 



HIGH LIGHTS ON AUCTIONEERING 119 

Now the auctioneer makes a wild run for the sheep pens, 
and to keep up the enthusiasm he calls as loud as he can while 
on the run, "Why don't you come on? Over here you will 
find the sheep." And he begins to call for bids on them as 
soon as he reaches the pens, even if he is the only man there, 
for it will only be a few moments until the crowd will be there. 
The sale follows. 

Now then, gentlemen, in this bunch of forty head 
of sheep, with the exception of a few, you will find a 
smooth bunch of individuals. If you are thinking 
of going into the sheep business surely this is an offer- 
ing of good ones. I would recommend that some one 
buyer take the whole bunch. There are six broken- 
mouth sheep. You can feed them and fatten them for 
the market, and, any old time when you need some 
change the local butchers will need them at a good, 
fancy price. 

All right, the man says sell thirty-four, and cut 
out the six old ones. Here we have twenty yearling 
lambs and fourteen bred ewes, all extra choice. How 
much am I offered per head for the thirty-four? I 
have five dollars, five and a half, who'll make it the 
ten? Six I have, seven, seven and a half, eight, nine, 
ten. Sure. At ten, make it the eleven, now I have 
the eleven. Eleven and a half, twelve. Going at 
twelve, at twelve I have, going at twelve. Say, what 
is it v/orth to you to step into the sheep business on 
one move and own this fine bunch of high grade 
Shropshire sheep, that would be a credit to any man's 
farm? My last bid is only twelve dollars. Going 
at twelve. Yes, twelve and a half, and thirteen over 
here. Thirteen and a half, v/ho'll make it fourteen? 
I have the fourteen. 

Aren't they fine and smooth! Say, I am not try- 
ing to sell you mutton, I am trying to put you into 
the sheep business. What kind of sheep do you want? 
Tell me, isn't this a good offering? Yes, I had the 
fourteen, going at fourteen, ah, fourteen and a half. 
I don't blame you, a new man broke into the game. 



120 HIGH LIGHTS ON AUCTIONEERING 

Now then, come alive if you want these sheep. Fif- 
teen dollars I have, who'll make it the sixteen. At 
fifteen, going at fifteen, and sold for $15.00 per head 
to John Lucas. 

Now how much for the feeders? Same man says 
$5.00 per head. Six, seven, eight, nine^ nine and a 
half. Who'll make it the ten? At nine and a half, 
going at nine and a half, nine and a half. Sold for 
nine dollars and a half. 

Again the auctioneer rushes as fast as possible to the sale 
ring that was arranged for the selling of horses and dairy 
cattle, leading the crowd and calling aloud, ''Come on, come 
on!" 

The sale ring should be about twenty-four feet in diameter, 
about ten or twelve posts with three smooth wires stretched 
around tightly, leaving an opening for the stock to go in or out. 

As soon as the crowd has reached the outside of the ring, 
and are notified to stay on the outside, the auctioneer gets 
busy as follows: 

Now then, gentlemen, this man has a good string 
of work horses and mules. He will be glad to de- 
scribe them to you as they enter the sale ring. Here 
comes a span of iron grays, six and seven years old. 
He says they are sound so far as he knows. If you 
find they are not as represented you need not take 
them away. Try them out. If you take them away 
they are yours. They have always worked together 
and v/e will sell the span together. 

How much am I offered for the span? $125.00; 
At one twenty-five, at one twenty-five. Who'll make 
it the fifty? At one hundred fifty I have. Seventy- 
five over here, eighty, and ninety, ninety, who'll make 
it the ninety-five? Two hundred the man says. At 
two hundred ten, fifteen, twenty, twenty-five. Going 
at two hundred twenty-five. Who'll make it the fifty? 
Yes, I have the fifty. Stand back, gentlemen, and 
let this team out of the ring. I want to show you 
that they have real life and good action. 




In a Dairy Sale 

Here comes a cow with a large udder, a choice milker. In a 
jocular way we call her Full Pail. My partner, Col. Everett, 
who is an expert milker, in the heat of a sale, leaps into the 
ring and begins to milk and says, "Full Pail has- just drowned 
her calf. You fellows look out, down there." 



HIGH LIGHTS ON AUCTIONEERING 121 

The team is driven out of the sale ring and taken down 
the line on a gallop, and tlien back into the ring. All this 
must be done as rapidly as possible, continually calling the 
attention of the crowd to their action and individuality. This 
has a twofold purpose that is worth while: First, It shows 
the horse to the best possible advantage, especially if he is a 
good one; if he is a bad one they will know it and no one will 
be disappointed and the proprietor and auctioneer will be in 
the clear. Second, It puts life and and real enthusiasm into 
the entire crowd, and the bidders come alive, and the whole 
offering of horses can be sold for the high dollar as fast as they 
can be handled, and you will always have the undivided atten- 
tion of your aduience. 

Say, man, what do you know about that team? 
Did you notice that knee action? Don't they mate 
well? Don't you think it would be a shame to sepa- 
rate them? Well, I am glad I am selling them together. 
The last bid was $250. Who'll make the seventy- 
five? At fifty, make it the seventy-five. Fifty-five 
I have. Now I have the sixty. Come on, come on! 
If they are worth $275 say so. Let's sell them today. 
I have been wondering how you could stay off of such 
a smooth team as this. I have the $275. Now the 
eighty. Sure Mike! I have the eighty, and ninety 
over here. Ninety-five. Another man got wise. Now 
the three hundred. Yes, I have the three hundred. 
At three, who will make it ten? At three, going at 
three, and sold for $300, to the horse buyer. Take 
them out. Hurry, hurry! Get them out! 

Here comes the mule, a four year old, and he is 
a crackerjack. The man who buys him and finds a 
mate for him will surely have a span that will sell in 
any market in the world. One hundred I have for 
him. Who will make it the fifty? What advantage 
is there in messing around on these dollar bids? Some 
one say what he is worth, and let's go. There is real 
quality. One fifty I have, at fifty, make it the seven- 
ty-five. Sixty, now the seventy. Thank you. Now 
I have the seventy. Seventy-five, eighty, will you 
make it the ninety? He says no. Good-by, my 



122 HIGH LIGHTS ON AUCTIONEERING 

friend. I'll sell him. Eighty is the last, and sold for 
$180 flat to John Lucas. Get him out of the ring. 

Say, people, look at this sorrel brood mare, a per- 
fect picture. He says she is sound as a dollar, six 
years old, weighs 1450 pounds, large enough for any 
purpose or any market. If you people don't want to 
buy such quality of brood mares, then get out of the 
horse business. Isn't she a beauty? 

All right, I have $150 for her. Now I have the 
sixty. Make it the seventy. Yes, I have the seventy- 
five, eighty, eighty-five, and ninety, who'll make it 
the two hundred? Two hundred I have. I realize 
that the horse markets are bad. But, say, man, see 
what we have in this sale ring. Don't you want a 
real good one? How many brood mares like this do 
you find in the auction sales? The man says two 
hundred and one. Now, listen. I'll take this one 
dollar bid only once. Who'll make it the five? Sold 
for $201. Take her out. 

Here comes a span of black geldings that will 
weigh 3,000 pounds. Full brothers, five and six years 
old. How could you beat them? I'll sell them right 
now. I have three hundred to start them. Three 
ten. Make it the twenty-five. Twenty-five I have. 
Thirty, forty, fifty, sixty, seventy, eighty, ninety^ four 
hundred. To the oil fields they go. That's where 
they have the good ones, but they will have to go 
some to beat this span of black geldings. 

Four hundred and ten dollars I have, now I have 
the twenty-five, thirty, fifty, the oil man says, and 
sixty over here. Going at sixty, who'll make it the 
seventy-five? Yes, he says seventy-five. Ninety. 
Now you have said something. Five hundred I have. 
It looks really as though they were going to the oil 
fields. There's where they buy the good ones. What 
is the matter with you fellows buying some of these 
good ones? Are you all done at five hundred? And 
sold for $500 to the oil man. 



HIGH LIGHTS ON AUCTIONEERING 123 

Let the man lead his own horses out. 

Here come six yearhng mules, all good ones. I 
sell them all together at so much per head. This 
winds up the horse and mule business. How much 
per head? I have fifty dollars per head. Going at 
fifty. Yes, I have the sixty, sixty-five, and also 
seventy-five per head. Seventy-five, who wall make 
it the eighty. At sev-enty-five. This is your last 
chance. At seventy-five, and sold for $75 per head. 
Run them out ! Run them out ! 

Now then, ladies and gentlemen, we are ready 
to sell the dairy cows. We will give the ladies a spe- 
cial position on the north side of the ring. The pro- 
prietor will give a complete description of the cows 
as they enter the sale ring. There are no registered 
cows in this offering today, but they are high grades 
and choice milkers. 

Here comes Number one. He says there are few 
better than this half Holstein and half Jersey. She 
is four years old and fresh now. He says she will 
give you just as much as you give her. You take 
care of her and she will take care of you. Her name 
should be Golden Rule. Look at that udder. Does 
n't she speak for herself? Who'll start her at $100? 
One hundred by two. One hundred, will you make 
it the ten? At ten I have, will you make it the twen-- 
ty? Twenty-five I have. Who will make it the thir- 
ty? Thirty, thirty-five, forty. Now I have the fifty. 
He says she is a rich milker and gives five big gallons 
of milk now. I have the five, v/ho'll make it the six- 
ty? Sixty, sixty-five, seventy. Going at seventy, 
who will make it the seventy-five? At seventy, at 
seventy. Are you all done at seventy? And sold to 
the lady, Mrs. Fannie L. Burrows, for $170. You 
surely got a real cow. Take her out ! Take her out ! 

Say, look! look! See what's coming. If I were 
going to name this cow, from the looks of her udder, 
and her many points for a rich milker, I'd call her 
Full Pail. This cow is half Shorthorn and half Jer- 



124 HIGH LIGHTS ON AUCTIONEERING 

sey, and from strong and rich milkers on both sides. 
Well, then, she has a license to be a good one, and 
she doesn't deceive her looks, either. He says she 
will be fresh in sixty days, and is giving about two 
gallons of milk now. He says they are trying to dry 
her up now, but it can't be done. If that cow drowns 
her calf it will be your fault, because you fail to milk 
her when she is fresh. 

Who will give me a hundred for her? I have the 
hundred in several places. One hundred, I have, 
who'll make it the fifty? Twenty-five, thirty, forty, 
yes, I have the fifty. Who will make it the seventy- 
five? Sixty I have, sixty-five, seventy, seventy-five. 
Going at seventy-five, who'll make it the eighty? Are 
you all done at eighty? At eighty, and sold for one 
hundred eighty dollars. 

Here comes the Jersey with a fine heifer calf at 
foot. Yes, I sell the fresh cow and heifer calf togeth- 
er. She is six years old and one of the best. 

Who will start her at one hundred? One hun- 
dred, one twenty-five, one thirty, one thirty-five, one 
forty, one forty-five. Go on, go on! At one forty- 
five, who'll make it the fifty. At fifty, will you make 
it the sixty? Well then, will you make it the five? 
Make it the five, make it the five. Doesn't quality 
cut any ice here? What's the matter, anyway? Do 
n't you want a good one ? Sold for $ 1 5 5 . 

Now he's bringing in four cows, all springers. All 
will be fresh in from thirty to ninety days. These are 
some more of his good cows. They are from five to 
eight years old. Look them over. All in good con- 
dition. You people v/ill surely admit that this man 
has a fine string of dairy cov/s, and these cows look as 
well as any of them and will be fresh just about the 
time you need them most. Well, I will sell the four 
together at so much per head. Some one crack down 
on them. I have fifty per head. I hope so. Sixty 
over here. Seventy-five I have. Now I have the 



HIGH LIGHTS ON AUCTIONEERING 125 

eighty, eighty-five, ninety. Who will make it the 
hundred? Ninety- two and a half. Will you make 
it the one hundred? Ninety- two and a half, ninety- 
two and a half, ninety-two and a half, last call and 
sold for $92.50 to a real dairyman. I think he would 
buy all the dairy cows in Oklahoma at that price. 
What do you suppose they will sell for in ninety days, 
fresh, strong milkers, with calf at foot? I understand 
they are all five-gallon cows, stop and see what that 
means. 

That means eighty quarts per day at twelve and 
a half cents per quart you may sell the milk for less 
than twelve and half cents. The writer is paying 
twelve and half, so he puts it in at what he is willing 
to pay for good milk, but at ten cents it would be S8 
per day, or $240 for thirty days, saying nothing about 
the increase of stock. If the cows are well cared for, 
and they hold at five gallons for ninety days, that 
v/ould be $720 at ten cents, or $900 at twelve and a 
half. Figures don't lie, it's the truth. It will surely 
cover a lot of expense and feed, and give you a nice, 
round profit on your investment. It's a good business 
if you got the good ones. 

It is very seldom that I put up a practical talk like the 
one above after I have sold the offerings. However, there are 
occasions when a talk like this would fit into a sale with telling 
effect, after the bargains are gone, that depends on what is to 
follow. If there are plenty of good cows left, and the sale is 
dragging along with not enough interest to be satisfactory, it 
is all right to turn a real bargain loose occasionally, and then 
demonstrate it to the audience with figures, and you can rest 
assured that if you make it perfectly plain, and keep clean, it 
will be an eye-opener, and will get in the aggregate what that 
dairy herd is worth. 

Many articles that were sold in the Sprunger sale are not 
mentioned in this writing; again, you will find many sales in 
this writing that never occurred. While the sale as a whole 
is true, and the Sprunger sale was remarkable, the writer could 
not remember all in detail, so I arrange this lesson, if you 
please, to the best advantage in a practical way for the student 
who expects to sell. 



126 HIGH LIGHTS ON AUCTIONEERING 

Once upon a time a number of little girls were playing 
church. One of the girls hurried to the house and told her 
mother that they were playing church and she found Jesus. 
The little girl was only six years old, and the parents, who 
were consecrated Christians, did not know at first whether the 
little girl really understood or not. But at every opportunity 
after that the little girl testified in public that she was a Chris- 
tian. On the day of the sale this little lady was about nine 
years of age. She stood by my side in the opening prayer, 
and when we sang, "We'll Never Say Good-by in Heaven," 
she sang like an angel of the glory land. A few days later she, 
with her sister, and, I think, other children, were having a 
camp fire near the home. The mother had gone to town and 
the father was in the field at work. They thought they would 
secure coal oil and have a real fire, but it happened to be gas- 
oline and som.e was spilled on her clothes, and the fire did its 
awful work. After she had rolled in the dust and put the fire 
out she knelt with the other children and asked Jesus to heal 
her. The parents came home, but the damage v/as done. No 
one ever heard her complain, though she lived for a few days. 
Frequently she v/ould ask them to sing and pray. One day 
she said, "Oh, I am so homesick. Jesus can take all the pain 
away. She fell asleep and the angels took her home. I am 
so glad I opened that sale with prayer. I am glad we sang, 
"We'll Never Say Good-by in Heaven," Aren't you, reader? 

^ ^ ^ i^ ^ 

HIGH LIGHT 

I have heard it said in an International Auction- 
eers Convention, where I officiated as president of 
the association, that you could not be a successful 
auctioneer without protecting yourself and the par- 
ties you sell for by running up the bids on the buy- 
ers until you get the value of the goods, or nearly so. 

That is all false, and I will add right here, the 
auction profession will never come into its own until 
by-bidding, grafting, and misrepresentation become 
a thing of the past. Know this, that a really conse- 
crated Christian auctioneer can enjoy this hfe so 
wonderfully, owing to the surroundings and oppor- 
tunities that continually knock at his door, that the 
angels could envy. The Devil has been reigning 



HIGH LIGHTS ON AUCTIONEERING 127 

supreme about long enough, and we need leaders 
today who are fearless, and honest, and dean, that 
will step out into the open and take the Devil by 
the horns and give this generation a square deal. 
I do not think there is a profession outside of 
the minister, or possibly the doctor, that could ac- 
complish so much as the Christian auctioneer. The 
writer will devote the rest of his life in evangelistic 
work after this book is completed. When you read 
this pray for him. 

it it ^ ^ i? 

JOHN PETRE RANCH SALE 

In July, 1901 the great drawing took place in 
El Reno, Oklahoma, for the opening of the Caddo 
country for settlement. This territory touches the 
southwest corner of our county, which is Canadian 
County, Oklahoma, divided by the South Canadian 
River. 

These homestead numbers were all drawn by lot- 
tery. El Reno was the hotbed of all the gamblers in 
the United States, at least one who was here would 
pass that verdict. It would be safe to say there were 
25,000 to 50,000 people here daily through July and 
August. Between 80,000 and 100,000 people reg- 
istered for land. Thousands of people had used their 
homestead rights, but they were here for a time. Ev- 
erything was rolling high, and the Devil was turned 
loose. Many saloons and several wholesale liquor 
houses were running rampant, night and day. Peo- 
ple would swarm into the front of the saloons and out 
at the back door, a continual stream without any let- 
up for weeks. The same was true of the gambling 
houses, thousands of dollars changing hands every 
hour. Hell was turned loose in El Reno. No one 
who was not there could even imagine the scene. 

The great drawing of 1901 in El Reno has no par- 



128 HIGH LIGHTS ON AUCTIONEERING 

allel in the history of the country. Six months later 
the parties who had the lucky numbers came from 
every state in the Union to take possession of their 
homesteads. They all came with some money, and 
a few of them were well supplied with finances. Now 
they needed horses, cattle, hogs, machinery, and 
everything else that goes to stock a farm. John Petre, 
who owns a large ranch of horses, cattle and hogs, 
on the north side of the South Canadian River, near 
the Caddo country, owned the same ranch at that 
time. He saw the golden opportunity of supplying 
the new settlers who had come to develop the won- 
derful Caddo country. Taking time by the forelock, 
Mr. Petre advertised a real live stock sale at auction 
on the Petre ranch, giving a complete description of 
the offerings. Sale bills were scattered all over the 
Caddo country, and on both sides of the river, pub- 
lished in the newspapers, etc. Everybody knew of 
the coming ranch sale. 

On the morning of the sale day it was cloudy and 
a little cold and disagreeable, but the crowd was in 
evidence. They seemed to come from everywhere, 
homesteaders and all. No doubt many of them had 
never had occasion to attend a live stock sale before, 
and some of them who had never lived on a farm 
knew about as much about the real value of a milk 
cow, and especially the points of a good milker, as a 
child would know about the Declaration of Independ- 
ence. However, they had the money, and were look- 
ing the cattle and other stock over which were to be 
sold after dinner. 

There was free lunch that day and everybody was 
hungry. Six months before this had occurred the 
great rush for land in El Reno ; now they were ready 
for a wild rush for the first free lunch at their first 
public auction in the new country. 

Mr, Petre had furnished the grub and coffee for 
the lunch and had employed Gus Jackson, who was 
handy with eats of all kinds^ to serve the same. Gus 



HIGH LIGHTS ON AUCTIONEERING 129 

had fixed up a table on the south side of the house. 
Here he had his sandwiches all made and piled up 
ready, in apple pie order, which he expected to hand 
out and serve a few minutes later. 

The proper way to feed such a multitude would be to put 
the lunch in paper sacks and hand them out through a window 
as the crowd pass by in single file, but this had not been ar- 
ranged as the auctioneer's time had all been taken up with 
other details. 

When Brother Jackson announced that dinner 
was ready, I gave the call in no uncertain terms, that 
could be heard afar. Like an avalanche this great 
multitude swept down the incline. There v/as no 
show for Gus the waiter, only to make his escape, 
which occurred a moment later. They shoved him 
up on top of the sandv/iches and in through a window, 
screen, sash, glass and all, into a bedroom. When 
Gus hit the floor he thought the sale was all over and 
so was he. He looked like the v/ild man from Borneo. 
But this was Jackson's first degree, the worst was yet 
to come. 

At one o'clock sharp we began to line up for the 
sale. At this time the writer had ten years of prac- 
tical experience in the auction business and was per- 
fectly at home in taking care of a mammoth crowd. 
I saw at a glance the crowd was too large for a sale 
ring so I secured a garden hoe and scratched a straight 
line four or five inches deep from the direction of the 
stock pens where the cattle and horses v/ere, toward 
the gate that opened into the big pasture. Then I 
marked another line parallel with the first line about 
twelve or fourteen feet away from the first line. 
Now we had an alley way twelve or fourteen feet 
wide and forty-five to fifty yards in length. 

I shall not touch on the horse and hog sales, only on the 
cattle sales in this writeup. 

Then I secured the attention of this multitude 
of people and commanded them to toe the marks I 



130 HIGH LIGHTS ON AUCTIONEERING 

had made, and in a few moments this great crov/d of 
people from everywhere, really stood at attention, 
toeing the lines, m.any feet deep, forming this alley 
way about fifty yards long, waiting for the opening 
of the wildest and woolliest cattle sale that ever hap- 
pened in the great Southwest. 

The Opening Talk 

Ladies and Gentlemen: 

It is with great pleasure that I open this remark- 
able auction sale today, and I might add that it is 
rather unique, for the reason that almiost every state 
in the Union is represented here. We welcome you 
as our neighbors from everywhere. It's the good 
citizenship from all the states, east and west, north 
and south, that venture into a new, undeveloped coun- 
try, and mingle together in standing the tests that 
are sure to come in the development of any new ter- 
ritory. 

If you have the mettle you will stand the test and 
never turn back, and some day you will live by your 
own fireside, with corn in the crib and wheat to sell. 

Now then, we have many cattle to sell here today. 
Some of them are choice milkers, a number of them 
are just fairly broken, but a great number of them 
are stock cows, and most of them are young. You will 
notice that there are many extra fine heifers that are 
springers, that, if carefully handled, v/ill develop into 
choice milk cows. But that's up to you. 

Again, I would like to state that though we are 
practically strangers, you can depend on one thing, 
this will be a clean sale, no by-bidding. I shall not 
misrepresent under any circumstances, and this will 
no doubt be one of the speediest sales that has oc- 
curred in many moons. 

Now then, just a word from Mr. Petre. He said 
in part, "I have a number of good milk cows," as 



HIGH LIGHTS ON AUCTIONEERING 131 

he pointed to the herd, "out in the pens. Some of 
of them are being milked now, some will be fresh 
soon, and many stock cows that would be great milk- 
ers if they were broken. I have carefully selected 
out of my herd all that look like milkers and springers 
that might be good ones. Don't bid on them unless 
you want them. If you buy them I shall expect you 
to take them." 

Now the sale opens with the terms as follows: 
Ten months time at ten per cent interest from date; 
three per cent discount for cash. Bankable paper 
required. No stock removed until settled for. 

Now then, hold your places. Listen, the cows 
come in at the upper end of the alley (I point in 
that direction while I am standing in the alley), and 
down through and out at the gate as they are sold. 
Everybody hold your places. 

Here comes No. 1. Watch her. Mr. Petre says 
she is broken to milk and a good one, gives three gal- 
lons a day now. (Now I begin rapidly.) 

How much for this real milker? Twenty-five, thir- 
ty, thirty-five, forty. Who'll make it the fifty? Thank 
you. Fifty I have, fifty-five, sixty, sold for $60. 
No, 3^ou're too late. Sold long ago. Here comes No. 
2, not broken to milk but a good looker. Twenty- 
five, thirty, thirty-five, forty, forty-five. Who will 
make it the fifty? Sold for $50. Yes, I have the 
fifty here Mr. Clerk. (The cow trotted all the way 
through.) 

It is true that I could have secured more money for the 
two cows that were hurried through the sale, if I had taken 
more time, but I would not have secured any more in the ag- 
gregate of this sale. Now notice, I sell another cow and then 
change my tactics. 

Look out, here comes No. 3. Mr. Petre says she 
is one of the family cows, and a good one. How much 
for her? Forty dollars. Thank you. Forty-five, 
fifty, sixty, seventy, seventy-five. (The cow has gone 



132 HIGH LIGHTS ON AUCTIONEERING 

through the gate and out into the pasture.) Seventy- 
five, seventy-live seventy-five. Who will make it the 
eighty? Sold to Jack Dillon for seventy-five dollars. 

Now then, I step out into the sale alley and make 
a short, snappy talk as follows: 

People, listen to me. We have a real herd of cat- 
tle to sell here this afternoon, and get this from me, 
I don^t propose to go to the house and look up a field 
glass so I can watch the cows and take bids on them 
until they reach the South Canadian River. No, 
not I. If you want these cows, you bid on them when 
they enter the alley above, for when they go out of 
this line below they are sold if you bid on them, and 
I don't care if you bring them through running. In 
fact, I'd rather they would run. You people have 
looked these cattle over carefully, and you know just 
what you want to pay, and we want you to be satis- 
fied. 

(Auctioneer addressing the cowboys.) Now then, 
you fellows who are pushing these cattle down the 
line, get a move on you. Look out, here comes a wild 
one on a strong trot with long horns, twenty-five dol- 
lars I have twenty-five, thirty, five, six, seven, eight, 
nine, forty, sold. 

Here comes another one in a hurry. Thirty-five 
I have, thirty-six, seven, eight, nine, forty, sold. 

Here com.es another on the dead run. Twenty 
I have, thirty, one, two, thirty-three, sold. That's 
enough. That's aU she's worth. 

Look, look! Here comes a mammoth buckskin 
cow with terrible horns, swinging her head right and 
left (it really looked dangerous to stand near by, 
especially to a greenhorn), but she went through on 
the dead run, kicking and bawling and switching her 
tail. No one bid on her down the line. She reached 
the gate to the big pasture before the gate man had 
time to open it. Over the top she went, clearing it 
by more than a foot, and while she was hitting the 
high places some fine tenor voice near the gate rang 



HIGH LIGHTS ON AUCTIONEERING 133 

out, "Twenty-five !'' Like a flash the writer said, 
''Sold! '^ It was the verdict of all who expressed them- 
selves that she was sold in the air. 

The remarkable part of this sale to the writer was 
the strict attention of this mammoth crowd. I am 
trying to show in this sale, as in many others in this 
book, that the auctioneer must be master of the sit- 
uation, and it is very important that he look the 
ground over carefully at all times, so that he will be 
ever ready to dictate, and be an authority on any 
problem that may present itself. 

Almost all of the entire herd of cattle were sold 
in very rapid order. People always appreciate a live- 
ly sale, and especially when it's fast and clean. A 
number of the wild ones in this herd during the sale 
slipped by the sale alley and crossed over into an- 
other pen. 

Now We Sell Them 

The first was not only wild, but mean and dan- 
gerous. Then, we were not organized and prepared 
to handle them, so we formed a ring in the large pen, 
but this first outlaw that was driven into the ring 
showed fight, and if the reader could have seen those 
long horns and green eyes you would not be surprised 
at the next act. About the first move she cleaned 
out the corral, people flying in every direction for 
safety. There were a number of large trees in the 
pen, and that surely helped some. Many climbed 
on farm wagons, but as many as possible fell under 
the wagons, and, strange as it m.ay seem, she was 
trying to hook those under the wagons. 

Gus Jackson, who had not as yet received his 
second degree, was making a wild run for a tree. 
The cov/ was running around a wagon in his direction. 
Jackson caught his toe on a root and turned clean 
over, with his overcoat stripped over his head. He 
was selling cigars during the sale, so he carried them 



134 HIGH LIGHTS ON AUCTIONEERING 

under his arm. Cigars flew in every direction, and 
while they were Jackson's best, he did not sell another 
cigar that day, nor did he ever attend another auction 
sale. 

We would like to add that while this was an ex- 
citing sale all through, it v/as equally as satisfactory. 
You will notice how we shifted around, and took our 
time in an explanatory way, in getting everybody 
familiar with the stock and our mode of operation, 
arranging the crowd and locating them so that every- 
body from everywhere could feel they were a part 
of the sale. 

Again I will say, every sale has a setting of its 
own, and must be understood, and when the auction- 
eer is master of the situation, quite often speed is 
the keynote of success. 

-i? i^ ^ i^ i^ 

A UNIQUE FARM SALE 

It Took Part of Two Years, Three Clerks and Two 

Auctioneers to Conduct a Farm Sale for 

Billy Mitchell 

The sale was dated December 31, 1918. There was 
a real blizzard on; Oklahoma was in the throes of a 
North Dakota winter. The air v/as thick with flying 
snow in every diretcion, the snow was drifting and 
closing up all the roads, in fact, it looked as though 
an auction sale outdoors was impossible. This kind 
of a blizzard is unusual in Oklahoma, but it was a 
reality, and fearfully cold. Somehow I felt that it 
was necessary for me to be there. I tried to persuade 
Earl Morris, the clerk, that we should go. It was 
just eight miles northwest of El Reno, right in the 
direction from which the storm was coming. Earl 
refused to go, so I finally decided to walk the eight 
miles. It was impossible to run a car, and there were 



HIGH LIGHTS ON AUCTIONEERING 135 

no buggies to be found, so away I went into the snow 
and storm for Billy Mitchell's place. I decided if 
there were no sale I would be on hand to encourage 
Mr. Mitchell and we could fix another date. I had 
gone but a few blocks when I discovered a man with 
a horse and buggy driving through town. I accosted 
the fellow and made arrangements whereby the clerk 
and I could go with him, so I returned to the bank 
and insisted that the clerk go. In a few moments we 
were off. The storm was increasing and the snow was 
piling up everywhere. 

After we left the town and drove out into the open 
country v/e feared we v/ould not be able to reach the 
Mitchell home, but were determined to go through if 
it were at all possible. Many of the roads were im- 
passable and we were compelled to go back and take 
another route. The driver, a Mr. Penwright, the 
clerk and myself were all large men, so you can im- 
agine how we were situated in a narrow one-seated 
buggy. Mr. Morris sat on my knees, and that fixed 
m_y circulation for sure. We did not reach the scene 
of the sale until four o'clock in the afternoon. When 
we came in sight of the bunch of people who had ac- 
tually gathered for the sale regardless of the storm, 
they yelled like a bunch of wild Indians, and said, 
^'That's the Colonel. He would com_e if there were 
any chance v/hatever to get through!" That expres- 
sion alone w^as more than enough to pay me for the 
exposure and the freezing of my face that day. 

There was also another agreeable surprise in store 
for me: Colonel Cook, one of the students of the El 
Reno Auction School, lived near where the sale oc- 
curred. He had taken charge of the sale early in 
the afternoon, thinking we would not be able to make 
it through, and had succeeded in selling most of the 
stock and implements, at very satisfactory prices. 

To say that I was chilled through and through, 
would be putting it very mildly. There was nothing 
I needed more than exercise, so mustering what little 



136 HIGH LIGHTS ON AUCTIONEERING 

energy I had left I sprang out into the snow and be- 
gan to yell, ''Come on, come on, we are off!" and be- 
gan selling at once. This seemxcd to enthuse the whole 
bunch and things began to move again. 

Earl Morris, the clerk v/ho had come with me was 
cashier of the bank which took care of the paper of 
this sale, had come alive and for a short time we 
stepped right out and sold what was left of stock and 
offerings that were not covered up in the snow drifts. 
Then we retired to the house for settlement with the 
first clerk and the parties who had purchased from us. 

With the understanding that those who did 
not settle their accounts on the day of the sale would 
come to the bank in El Reno and settle a day or two 
later, Mr. Morris and Mr. Penwright bundled up in 
their rig, wishing every one a happy New Year, turned 
their faces southward and their backs on the last auc- 
tion sale of 1918 in Oklahoma. The writer remained 
to assist in the disposition of quite a number of arti- 
cles that remained unsold. 

The snow storm was still raging. I presume some 
northern people would smile at a blizzard in this 
southern country, but if you should come here and 
stay until you were acclimated you would soon learn 
that cold weather v/ill pinch you just as much and^ 
probably m.ore here in Oklahoma than in any country, 
for the reason that the cold spells are of such short 
duration that long before you can get accustom.ed to 
the cold the spell is over and the weather is fine again. 

January 1, 1919, clear and cold; it was a beautiful 
morning. I was anxious to purchase som.e of the fine 
fruit Mr. Mitchell had stored in his cellar, so I was 
on hand early, and so were quite a num^ber of others. 
None of the stock and articles sold the day before had 
been taken away, so those buyers all came back and 
quite a number of others, so we had a larger crowd 
than the day before. This ¥/as my opportunity to 
take up unfinished business, so I apponited a clerk 



HIGH LIGHTS ON AUCTIONEERING 137 

and the auction sale that had begun in 1918 would be 
finished in 1919. 

There were dug out of the snow a number of small 
tools and machinery, and there was the fruit and 
other things too numerous to mention. To say the 
least, this sale that began in 1918 in the heart of a 
blizzard and wound up on New Years Day, 1919, was 
very satisfactory to Billy Mitchell, the owner, and it 
was a success on general principles, although it took 
two auctioneers, three clerks and a part of two years 
to put the finishing touches on it, but it brought the 
answer: success. 

If you intend going into the auction business, be 
a good one, a clean one, and never disappoint your 
man. If the day is stormy, so that the sale can not 
occur, he may need you to show him the way out. 

The Mitchell sale is over, and we are all congre- 
gated in the house, talking about the sale, the weath- 
er and coming events, when I was notified that there 
was still unfinished business for me. It came to me 
that God had spared my life all through 1918, v/ith 
no visible marks of His displeasure, he had given me 
many successful sales during the year, and many con- 
versions at the meetings I had conducted. Now I had 
stepped into the first day of 1919. Why not drop a 
word of testimony and prayer with this people, who 
are all travelers toward eternity, since they have all 
been so kind to me, and I may never have another 
opportunity like this. ''All right," I said to the Lord, 
'4f that is my duty, by thy grace I will do it." 

I spoke to the people in the house of what I had 
in view, that I was sure we would never meet again 
in just the way we were that morning. Then I went 
to the door and called in all that were outside. In a 
few minutes the house was filled, and then I spoke a 
few words by way of testimony for the Master and 
told them I was impressed to open the New Year with 
prayer. Although I knew that only a few of them 
were Christians, I asked all to bow while I talked to 



138 HIGH LIGHTS ON AUCTIONEERING 

the King of glory and thanked Him for the sales and 
blessings of the year past and the success of this sale. 
Then I prayed for the fathers and mothers and the 
children and homes of the entire community, and 
for Billy Mitchell and his new field of labor, and 
asked God in His wisdom to guide us all safely 
through the coming year and to keep me clean, that 
I might never bring reproach on His cause. It was a 
great climax to me, not that I amounted to anything, 
only that I was obedient to the Holy Spirit. 

Dear reader, if you think you can not be a suc- 
cessful auctioneer and a genuine Christian, you are 
looking in the wrong direction for help. May this 
get hold of auctioneers and others who could do so 
much for the Master. Amen! 

•ii i: ^ -C? •>; 

HORSE SALE 

Mare 

Now then, gentlemen, just a minute, if you please, 
before we sell this mare. Here we have the real pic- 
ture of the horse, with its real individuality that goes 
to make the money getter,, the kind the markets of 
the world demand, the kind that makes all public 
sales attractive, the kind that brings real stock men 
out to sales, who are always ready to pick up these 
good ones and get right in the horse business. 

Open up there, m^ove this mare out, show the folks 
a real good one. Isn't she a daisy? Look at that 
wonderful back. She's coming back. Look at that 
knee action. See her chest. She looks like a steamer 
coming this way. A great big, flat bone in the leg. 
That's the kind. She looks kind of poor, doesn't she? 
Did you ever see a better head? She has license to 
have more sense than an auctioneer, and that's use- 
less. 



HIGH LIGHTS ON AUCTIONEERING 139 

Is she bred, and does she go in the clear? Yes. 
Then you people can buy a bank account. She will 
do your work and pay the way. She looks like a real 
brood mare. 

Who will start her at two hundred dollars? 

Gelding 

That's certainly some horse. Any man can afford 
to feed high priced grain to that animal, but you can't 
afford to feed it to a poor one. What's his age? Ah, 
he's a young horse. Why, you can use him several 
years, and then he's just right for the market. 

What a pity that men will breed and grow these 
dinky ponies and small horses when it doesn't cost as 
much to raise a good one like this animal in the ring. 

You mate this horse and you will certainly have a 
team that will sell right. There isn't a corner on him. 
Perfectly round and smooth, easy keeper, a powerful 
back, just a bunch of muscles. He has great style, 
and good life. This is another real horse and the kind 
the markets want. He's got the size and the weight. 
He's got the bone. Where can you find a better foot? 

Sometimes we find a horse that has all these qual- 
ities, but dead on his feet, and nobody wants him. 
But this horse doesn't need anything but real high 
selling; he's got the quality, and ready to go. He's 
a money maker. Who'll start him at one hundred and 
seventy-five dollars? 

The above talk should be spoken slowly, carefully, and 
looking the animal over while you are talking. Always look 
at the part you are talking about. Remember that your audi- 
ence will be as much interested in what you are talking about 
as you are if you are clean, never misrepresenting anything. 
If your horse is moved up to show his style it would be well 
to move with him, always making the object you are selling 
the center of attraction. Remember, that as long as you can 
concentrate the minds of the people on the value you are offer- 
ing for sale, the battle is yours. Learn to do that well first, 
then the more rapidly you operate the more you are appre- 
ciated. 



140 HIGH LIGHTS ON AUCTIONEERING 

A WONDERFUL TOWN SITE SALE 

October 23, 1909, jor the Foraker Town Site Co., in 
the Osage Nation, Before Statehood in Okla. 

Foraker is a town in the Osage Nation, on the 
Midland Valley Railway. The site was sold origi- 
nally by the Government. The location was not very 
desirable, but there was a beautiful location just 
across the section line, without a rough spot on it. 
This tract was surveyed and marked out showing 
every lot with numbers in black on white stakes. 
All streets and avenues were marked in plain letters, 
so the buyers had no difficulty about locations. 

This was one of those unique sales, that was in- 
terspersed with roping contests, riding outlaw horses, 
riding v/ild steers, etc. The program was a real wild 
west show by the best ropers and daredevil riders 
that could be secured. 

The lot sale was billed to start at 2 :30 p. m. Ev- 
erything was in readiness. No part of the program 
interfered with the lot sale, everything gave way to 
the auction. At 2 : 30 the writer called the great mul- 
titude together and started them up the hill to begin 
the sale at the highest point 

This addition to Foraker sloped gradually to the 
south, on the east side of Foraker. It was a beauti- 
ful location and people were actually interested. 

When I reached the top I turned my attention to 
this army of people. I gave the terms, and cleared 
the deck for action. Then I told them that we would 
go down this street and sell the lots on both sides of 
the street as we go, at the same time warning the 
people that I was the ^'lot a minute man," and I was 
ready to make good. Just then I turned my entire 
attention to the sale, after an opening talk. 

Here we have a pair of corner lots. What a fine 
place for a future home. How much for the lot on 
this corner? One hundred I have. Who will make 



HIGH LIGHTS ON AUCTIONEERING 141 

it the two? At one hundred, and sold for $100. 
How many lots do you want? He takes them both. 

Two on the other corner, one hundred I have. One 
hundred, fifteen, twenty, who will make it twenty- 
five? Sold for $120, thank you, he takes four. Say, 
man, that gives you 100 x 150 feet of ground. That's 
room for a good home. 

Now listen, don't get it into your head that I am 
going to visit with you fellows down this street. No, 
no! 

I run ahead across the street and call loudly, "Come on, 
Come on! How much for the next two? Fifty dollars some 
one says." 

Now I begin in earnest. At fifty, seventy-five, 
one hundred, sold. How many do you want? He 
takes four. 

Now I run half way across the street, just as quick as I 
can step it and call for bids on the next lots. Some one says 
"Fifty," again. 

Well, I have the same old fifty. Sold for fifty dol- 
lars. How many do you want? He takes four. That 
cleans up that block. Did you say I did not give you 
a chance to bid? Good, well get in now. How much 
for the four left in this block? I am offered seventy- 
five, eighty, ninety, sold. No, no, I said sold. So you 
got left again? Good, you'll make it after awhile. 

I sold about twenty lots, and must dash for the comer 
lot of the next block as quickly as possible. I mention often 
in this book that your audience will be as much interested, if 
not more so, than you are. 

Say, man, look at these corner lots. What do you 
know about them? One hundred dollars I have, one 
ten, fifteen, twenty-five, thirty, forty. Sold. No, I 
said sold. How many? He takes four. Why not? 

Look at these corner lots over here. He starts 



142 HIGH LIGHTS ON AUCTIONEERING 

them at one hundred. One hundred I have, make it 
the ten. At ten, make it the fifteen, make it the fif- 
teen. Sold for $115 flat. How many? He cleans up 
the block. He takes ten. That's the way to grab 
them. They will make you a nest egg later on. 

Now then v/e have six left on the other side. One 
hundred I have. Going at one hundred, one five, six, 
seven, ten, fifteen, twenty, twenty-five, thirty, thirty- 
five. Don't forget this is an east front. One hundred 
forty, fifty, sixty, seventy-five, and sold for $175. 

Now I run clean down to the other end of the next block, 
yelling at the top of my voice to get the whole crowd enthused. 
I begin to sell business lots. 

How much am I offered for this beautiful location 
for a bank before some one grabs it for something 
else? 

Two hundred dollars I have for this elegant loca- 
tion here. At two hundred, will you make it the 
three? At two ten, fifteen, twenty, thirty. What's 
the matter with you? Two fifty. That's more like 
it. At two fifty, sixty, seventy, ninety, three hundred. 
Sold for $300. 

This way, please. This gentleman wants only 
one. You surely ought to have the next one, that will 
give you fifty feet front and one hundred fifty deep. 
He says he will take two, Mr. Clerk. 

I'll say to you all, I sold that business lot too 
cheap. I sold it right now. How much for the next 
one with the privilege of as many as you want in this 
block? You people don't seem to realize that Okla- 
homa has unlimited resources, that this Midland 
Valley railroad touches the trunk lines of this coun- 
try. No doubt you will let them slip today and pay 
double tomorrow. Isn't that strange? 

All right, the man says sell them. Sure, my friend, 
I'll sell them today. How much for the next lot? 
Let's go. Two hundred, at two himdred, who will 
make it the three. Two ten, I thank you. Now I 



HIGH LIGHTS ON AUCTIONEERING 143 

have the twenty, who will make it the fifty? Twenty- 
five, thirty, forty, fifty. Sold for $250. This man 
says he ^11 take the next two at $250 per lot. They're 
yours, my friend. 

Now then, let's make a run back to the corner, 
on the other side of this street and clean up this street 
as we go. 

These instructions may not appeal to some readers at first, 
but, believe this writer, he talks from practical experience all 
the way through this book, it will surely bring the response 
if the auctioneer has the personality to carry the crowd with 
him. 

How many times have you heard a boy or girl, only ten 
years of age or less, speak at some important gathering and 
take the audience by storm. They were no orators. No, they 
were children, but the piece was fascinating to them, and their 
teacher or parents had drilled them again and again, after they 
had memorized the recitation, until they had perfect confidence 
in themselves and were able to put their very life into the 
message, so that even old heads would sit up and take notice. 

So I am writing this book so simply and plainly and prac- 
tically that you can astonish your neighbors and friends at 
the first attempt, if you will do your part and do it well. 

You will notice that I just said to this crowd of buyers 
from everywhere (I want you to get this) : "Now then let's 
make a run back to the corner on the other side of the street, 
and clean the street as we go." 

Just as I had sold the six business lots I turned around, 
held up my hand, as quick as a flash, and held that attitude 
for a mom.ent until I had attracted the attention of the crowd, 
who wondered what was coming next, and I was off to the 
corner lots on the other side. The moment I reached the cor- 
ner I began to call for bids loud and strong, and people actu- 
ally began bidding many times before they were within fifty 
feet of the lots, and were sold before they came near. Now 
the sale is on again. 

Now then, ladies and gentlemen, what do you 
think about this corner? Would you like to have a 
hundred foot front here? You say whether these 
are fine business lots. He says they look good to him. 
He bids one hundred fifty. One fifty, who will say 
two hundred? One sixty, seventy, eighty, ninety, 



144 HIGH LIGHTS ON AUCTIONEERING 

two hundred. Well, I hope. Two hundred, two ten, 
two twenty, two thirty, thirty, thirty, forty, two fif- 
ty, sold for $250. He says he'll take four lots. Good. 

Let's go. Hov7 much for the next lot. One hun- 
dred, I have, one fifty. Going at one fifty, sixty, 
seventy, eighty, ninety, tv/o hundred. Sold for $200 
flat. How many do you want? He takes six lots. 
Thank you. That cleans up the block, and he gets 
the corner lot too. 

Now, right across the street we have four lots 
left in this block. How much a lot for the whole 
bunch. It will give you one hundred feet front if 
you take them all, and I'll sell them all together. It's 
a south front, the southeast corner of the block. 
How can you beat it? Thank you, I have $200 per 
lot. At $200, who'll make it three hundred? Re- 
member, the two corner lots in this block brought 
$300 each. Two ten, twenty-five, thirtv, fifty, going 
at two fifty, fifty, fifty, fifty, sold for $250. 

Now then, we have sold twenty business lots or 
two blocks. North we go into the residence section 
again. 

Again, after my announcement of selling residence lots, 
I make a wild run north to the lots, yelling all the way, and 
when I reach the lots I begin immediately as usual calling 
for bids as follows : 

Now then, just a moment, before we sell more 
residence lots. We have sold forty residence lots, 
and twenty business lots, netting $8,150. This alone 
should be sufficient evidence that these lots should 
be a good investment, especially with the good town 
of Foraker already established right by our side. 

Well, the bills say they will be sold today. How 
much for the corner lots. What do you say? One 
hundred dollars I have. A-going at one hundred. 
Who'll make it the two? Make it the two. Make 
it the two. One hundred ten, fifteen, twenty, who'll 
make it the twenty-five? At twenty-five, at twenty- 




Mrs. J. P. GuTELius 

Who was always at her post for thirty-two years, fixing dates, 
with an eye always open to a successful career of auctioneering 



HIGH LIGHTS ON AUCTIONEERING 145 

five, now the thirty, now the thirty. I have the twen- 
ty-five, and sold for $125. He takes two lots. Now 
the next two. I thank you. I have one hnudred, 
going at one hundred, and sold for $100. He takes 
two lots. 

Over on the other side of the street. Here we go 
on the run. What will you give me for these corner 
lots? Sure they are nice ones. One hundred dollars, 
a-going at one hundred, who'll make it the two hun- 
dred. One ten, fifteen, twenty-five, thirty, forty, 
fifty, who'll make it the two hundred? Sold for $150. 
He takes four. Thank you. 

Back on the other side we have six lots. How 
much for the whole smear? I have seventy-five dol- 
lars. Going at seventy-five dollars per lot. What 
do you know about that? Remember, this town is 
already established, this is only an addition, but it is 
a beauty. Seventy-five I have. Now I have the eighty, 
ninety, one hundred dollars. One ten, one fifteen, 
one twenty, and sold for $120. I don't blame him, 
he takes six lots. 

Now let us clean up the other side. All right, here 
we go. I got the one hundred. Going at one hun- 
dred. Make it the fifty, make it the fifty, make it the 
fifty. I got the ten, fifteen, twenty, twenty-five, one 
hundred twenty-five, and sold for $125. He takes 
the six. 

Again I appeal to the buyers, telling them we have sold 
sixty residence lots and twenty business lots, making a total 
of more than $10,000, which should be abundance of evidence 
that people are interested in this location, and av/ay I go 
across to the next block on the gallop, calling for bids the 
moment I hit the corner as follows: 

Here we are, a little over a block away from the 
business part of this new addition, with a wonderful 
view of the surrounding country. If this location 
doesn't suit you, what on earth are you looking for? 
Well, how much for this corner lot? One hundred. 



146 HIGH LIGHTS ON AUCTIONEERING 

I have, going at one hundred, who'll make it fifty? 
one ten, fifteen, twenty, thirty, thirty-five, who'll 
make it the fifty? One hundred thirty-five dollars 
I have. If that's your best, I'm gone, and sold for 
$135. He takes six of them. That's one hundred 
fifty feet square. 

Now over on the other corner. You people have 
looked over this addition again and again. Now if 
you want it, buy it. What about the corner lots? 
One hundred dollars I have. That seems to be the 
starting point. At one hundred, going at one hun- 
dred, who will tell me just what these lots are worth? 
One hundred ten, fifteen, twenty, twenty-five, who 
will say fifty? Twenty-five I have, and sold for twen- 
ty-five dollars. Good. He says he'll take the whole 
cheese. He takes ten lots. I thank you. 

Now the four lots on the other side. Who will 
give me one hundred and twenty-five dollars to start 
them? I have one twenty-five and sold to Harry 
Mead for $125. 

It is not necessary to go farther in this sale only to repeat 
that it was a wonderful success and the writer was master of 
the situation from the start to the finish; and so can you be 
if you are a live wire and the profession is fascinating to you. 

Then, too, you can earn $100 per day. It is not a matter 
of price. It is whether you can deliver the goods. 

The following is a letter given to the writer after this sale: 

FORAKER TOWNSITE COMPANY 

MAIN OFFICE fpAWHUSKA, OKLA. 

Oklahoma, City Branch Offices: J wichita, kas. 

OkLA. FORAKER, OKLA. 

Foraker, Okla., Oct. 23, 1909. 
To Whom It May Concern: 

About six months since we saw Mr. J. P. Gutelius sell a 
townsite in a town that was then a very slow one, and we had 
thought before the auction that it would be impossible for 
him to make a successful sale. 

But he proved to be a veritable whirlwind salesman that 
inspired the crowd with enthusiasm, and made the sale a great 
success. We have just had him conduct a three-days auction 




-I 



b ^ 



HIGH LIGHTS ON AUCTIONEERING 147 

sale of our addition here, and the success has been remarkable. 
Mr. Gutelius is honest in his methods, able and intelligent, 
and has the magnetic power that wins as an auctioneer. We 
would not think of having a townsite sale without his services, 
were he available. 

Very truly, 

Nicholson & Vaughn, 
Pawhuska, Okla. 
Real Estate and Investment. 

i<. i<. i^ i^ i^ 

GOVERNMENT AUCTION SALE 

Of Horses, Mules and Harness, at Fort Reno, Friday, 
Sept. 15, 1922. About 145 Head Were Sold 

Knowing that this would be about the last auction 
sale of any importance that I would conduct before 
the publication of this book, the reader should real- 
ize that I was as particular with reference to the de- 
tails as in any sale I have ever conducted, in fact, 
more so, that I might hold up the standard to a cli- 
max, for the purpose of using it in this book. 

If you please, the first move made with reference 
to this sale on sale day was made at home in the morn- 
ing in our family altar, where I have learned for sure 
that I can find grace, strength and wisdom for all the 
problems of the day. I talked to our Father in heav- 
en in behalf of our loved ones at home and away. I 
thanked Him for the many blessings, for the wonder- 
ful health, and especially for this particular Govern- 
ment sale. 

Then I asked Him for unlimited physical power, 
wisdom, and such speed as I had never known. To 
keep me clean, and hold me steadfast that I would 
take no part in an unclean deal. I want to say here 
that I positively knew immediately after prayer that 
my petition was heard, and that there would be a 
real clean, fast, successful auction sale at Fort Reno 
that day. 



148 HIGH LIGHTS ON AUCTIONEERING 

The sale was billed to begin at ten a. m. Major 
Jones, commanding, informed me that I was the auc- 
tioneer, so it was up to me to decide when the sale 
would begin. I announced several times loudly that 
the sale would begin at eleven o'clock sharp. The 
horses and mules were all tied in the barn and on the 
south side of the barn, close at hand, all the horses 
and mules being numbered and the clerks of the sale 
held corresponding numbers. About one half were 
condemned, and the other half surplus (which means 
that the Government had more horses than they 
needed). 

There was abundance of help, and v/ell trained 
help at that, real horse men, in the service, v^rho knew 
every animal that came into the sale. Major Jones is 
a noted horseman himself, of national reputation, and 
is one of the greatest judges at the horse shows in 
America. 

Fort Reno is producing some of the finest horses 
in the world, not only in individuality but in thor- 
oughbred lines, closely related to the fastest gallopers 
on the track today. Suffice to say, if the auctioneer 
knows his part well, Fort Reno is able to deliver the 
goods. 

At a few minutes of eleven o'clock I took off my 
coat and stripped for action, as the reader will notice 
in the picture of the sale. I stepped out in front of 
the horse barn, expecting to sell there, out in the open, 
so I could secure some good pictures, and then finish 
the sale in the horse barn in the afternoon. 

I gave the alarm in no uncertain tone of voice, 
calling the people together, ''Come on, boys! Come 
on, come on!" In a few moments the crowd was at 
hand — there were real horse and mule buyers ready 
for the fray. I secured the attention of the crowd 
and said in part (not very fast, but rather slow), 

Now, then, I want your attention for a moment, 
that you may know the terms, mode of operation, 
etc., of this sale. Terms, cash or certified check. 



HIGH LIGHTS ON AUCTIONEERING 149 

When horses or mules are sold they will be rushed 
into the stock yards yonder, awaiting your settlement 
after the sale. Immediately after you purchase an 
animal the clerk will give you a purchase ticket with 
the number of the animal and the purchase price, 
that will correspond with the clerk's book and the 
number of the animal, which you will present at the 
final settlement. 

Again, gentlemen, if you wish to ship your stock 
they will secure cars for you and have them placed 
on the track here and furnish you men to load them. 
Again, no halters go with the horses and mules, so 
you can govern yourself accordingly. 

All right, bring in horse number one. Here he 
comes. Look out, this is a condemned horse. Run 
him_ up the way. See him go. How much for this 
horse? Five dollars I have. Seven and a half, ten, 
twelve and a half, fifteen. Sold. Get him out. 

Here comes another. Get a move on you. See 
him run. Ten dollars, twelve and a half, fifteen, 
seventeen and a half, twenty. Sold for $20. 

Come on, come on with your horses. Here is a 
good looker. (Down the line he goes.) Ten dollars, 
fifteen, seventeen and a half, twenty, twenty-five, 
sold. Get him out. 

Look at the big gray. See him step. Twenty 
dollars, twenty-two and a half, twenty-five, twenty- 
seven and a half. Sold. Get him out. 

Bring them in. Let's go. I'm getting chilly. 
Here comes a span of bays on the dead run. See them 
go! Aren't they dandies! How much for the 
span? Thirty, thirty-five, forty, forty- two and a half, 
forty-seven fifty, fifty, flat, sold for $50. 

Say, bring them in running. See them come! 
Thirty, thirty-five, forty, fifty dollars. I have the 
two and a half, fifty-five. Sold. Get them out. Get 
them out! Get them out! 

Look at another span on the run. Twenty-five, 
thirty, thirty-two and a half, thirty-five, thirty-seven 



150 HIGH LIGHTS ON AUCTIONEERING 

and a half, forty, forty-five, forty-seven and a half, 
fifty. Sold. 

Look at this team. See them step. They are 
getting better. They're good ones. Thirty dollars, 
thirty-five, thirty-seven and a half, forty, forty-five, 
forty-seven and a half, fifty, fifty-five, fifty-seven and 
a half, sixty, sixty- two fifty. Sold for $62.50. 

You boys get action on them, we want to sell them 
today. Another span of bays. Thirty, thirty-five, 
forty, forty-five, fifty, fifty-five. Sold for $55. 

See them fly, haven't they got action? Twenty- 
five, thirty, thirty-five, thirty-seven fifty, forty, for- 
ty-five, fifty. Sold. 

Another condemned horse. He doesn't look so 
worse. Crack down on him. Two and a half, five, 
seven and a half. Sold. I told you I'd sell today. 

Another condemned horse. Two and a half. Sold. 

Here comes a span of good ones, surplus, all sound. 
Thirty, forty, fifty, fifty-five, sixty, sixty-five, sixty- 
seven fifty. Sold. 

Open up and let them through. A span of sur- 
plus. Fifty, two and a half, fifty-five, sixty, sixty- 
two and a half, sixty-five, seventy-five. Sold. 

A span of mules, say, keep them moving. Fifty, 
fifty-five, fifty-seven and a half, sixty, sixty-five, 
seventy-five, eighty, eighty-five, eighty-seven and a 
half. Sold. 

Another span of mules, old ones. Move them up. 
Ten dollars, twelve and a half, fifteen, seventeen 
and a half, twenty. Sold. 

Come a-running. More mules. I've got twenty- 
five, thirty, forty, fifty, seventy-five. Sold for seven- 
ty-five dollars. 

Here comes a span of black mares. I've got twen- 
ty-five, thirty, forty, fifty, fifty-five, sixty. Sold. 

Lookout! Lookout! Let them run. How much 
for this span of mules? Thirty, forty, fifty, sixty, 
seventy, two and a half, seventy-five, eighty, ninety, 
sold. Take them out! Take them out! 



HIGH LIGHTS ON AUCTIONEERING 151 

Say, Mr. Man, see this span of horses, sound and 
all O. K., surplus. Fifty, I have. Sixty, seventy, 
seventy-five. Sold. 

Take them out. We want to sell today. Here 
is a good span of mares. Fifty dollars he says. I 
don't blame you. Sixty, seventy-five, eighty, eighty- 
two and a half, and sold for $82.50. 

Here comes a saddler. Let him gallop out. He's 
a good looker. The captain says he's a crackerjack. 
Twenty-five dollars, twenty-seven and a half, thirty, 
thirty-five, thirty-seven and a half. Sold. 

Here comes another span of mules. They sure 
move some. Fifty dollars. Sixty, sixty-five, seven- 
ty-five, eighty-five, ninety, one hundred. Sold to 
Zack Miller. 

Here is another span just like them. Fifty dol- 
lars, sixty, seventy-five, eighty, eighty-five, one hun- 
dred. Sold to Zack Miller. 

Another span black mares. Surplus. Fifty, six- 
ty, seventy, eighty, ninety, ninety-five. Sold to Miller. 

Again we have a span of good ones, and we got 
the fifty, sixty, seventy, eighty, ninetv. Sold to Mr. 
Miller. 

Here comes a real saddler. They say he is a 
good one, and gentle. Twenty-five dollars for him. 
Twenty-seven and a half, thirty. Sold for $30 flat. 

Say, Mr. Man, here comes a real span of mares, 
real brood mares. Fifty dollars I have to start them. 
Sixty, seventy-five, eighty, ninety, one hundred. Sold 
to Zack Miller. 

Another span just like them. Shoot them up 
through here. Seventy-five, eighty, ninety, one hun- 
dred. Sold to Zack. 

And here we go again with another span. Fifty, 
sixty, sixty-five, sixty-seven and a half, seventy, sold. 

Another span coming like magic, and they are 
good ones too. Thirty, thirty-five, forty, fifty, six- 
ty, seventy, seventy-five, eighty. Sold. 

Here's another saddler. Look him over as he 



152 HIGH LIGHTS ON AUCTIONEERING 

gallops through. Twenty, twenty-two and a half, 
twenty-five. Sold. 

One more span of mules. Thirty, forty, fifty, 
sixty. Sold for $60. 

All right, gentlemen, we stop for lunch. We just 
sold fifty-seven in forty minutes. I thank you. We 
begin at one o'clock again. 

No doubt this was one of the fastest sales that ever oc- 
curred at Fort Reno, and considering the fact that there are 
no markets for horses and mules except locally, it was very 
satisfactory. 

The halftone pictures of this auction sale that appear in 
this book show the writer (who is about sixty-eight years of 
age and weighs about 210 pounds) in action. In one picture 
you will notice I am pointing toward a buyer who is not visi- 
ble in the picture. In the direction of my arm is my partner, 
partly standing on one foot, coaching the bidders. He is Col. 
C. L. Everett, one of the graduates of the El Reno Auction 
School, and a live wire. I took special care in training Ev- 
erett, and we thoroughly understand each other, so there can 
be no confusion in a red-hot sale. To the auctioneer on the 
block, or the buyer, I would say, that horses have been selling 
so low at auction sales all over the country, that the buyers 
expected a real donation — they expected to buy them for a 
song and sing it themselves. 

In one of the pictures you will notice I am touching Zack 
Miller. Mr. Miller is one of the Miller Brothers, the great 
Wild West Show men, who own the 101 Ranch at Bliss, Okla. 
They are also very successful farmers. Mr. Miller told the 
writer that they produced 50,000 bushels of corn in 1922. 
Mr. Miller bought forty-nine head of horses and mules at 
this sale. 

That the reader may appreciate the system of auctioneering 
that I present to you all the way through this book (and I 
am sure I will never have a better opportunity) I call your 
attention to the high tension of this bunch of buyers. Right 
back of the writer is a strong buyer, in a gray suit, who, you 
will notice is up on his toes watching with an eagle eye for 
bargains that might find a home in his territory. The thought 
I wish to present again: every man is alive to the fact that 
there is a real wide-awake auction sale on, and the auctioneer 
is master of the situation. 

On the left, near the auto, you will notice Major Jones, 
standing erect with arms folded, watching the maneuvers of 




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HIGH LIGHTS ON AUCTIONEERING 153 

the auctioneer who assumed the responsibility of this horse 
sale. 

In another picture you will see the auctioneer in action 
again, every man alert. In the foreground is a splendid span 
of mares turning on the dead run with an Indian at the ropes. 
They made their last run at Fort Reno. Sold to Hale & 
Younger, the great horse and mule buyers of Oklahoma City. 

This was not a large sale, neither was there a large crowd, 
but after the auctioneer had secured the confidence of the 
people, and they became familiar with our clean mode of 
operation, the keenest interest developed that you will find 
in many moons, and they all looked alike to me. 

The front part of the horse barn was turned into a high 
class cafeteria lunch room, by the ladies of the M. E. Church, 
South, and every one was enjoying a real dinner and refresh- 
ments. Immediately after dinner, at one o'clock I called at- 
tention to about fourteen sets of harness to be sold before the 
horse and mule sale. We were only a few minutes in disposing 
of them. After the harness were sold I concentrated all my 
energy on the final horse and mule sale. There were about 
eighty-eight of them. We thought before the forty minute sale 
in the morning that we would sell the balance of them in the 
large horse barn in the afternoon, but the outdoor runway or 
road afforded us such satisfactory results in moving the stock 
that I could see no advantage in changing. 

Again I called for the horses and mules, notifying all that 
the sale would be continued on the outside, at the same place. 
The soldiers were at their post in a moment. It looked as 
though every horseman had an animal or a span. There was 
a string of them that reached clear through the 300 foot barn, 
and out on the south side, ready for the auctioneer to show 
them their new owners. 

I was never in better trim, physically, mentally, and spir- 
itually, than I was when I stepped on the sale ground after 
the dinner hour. The reader may remember how I qualified 
for this sale at the family altar in the morning at home, and I 
thanked Him many times during the day. 

Now I said in part: 

Gentlemen: 

For the benefit of those who were not present in 
the morning sale, let me give you the terms again. 
Terms are cash, or certified check. To those who 
wish cars to ship, the same will be placed on track 
for you, and men will be furnished to help load them. 



154 HIGH LIGHTS ON AUCTIONEERING 

There is a shortage of cars at this time, and if they 
fail to secure enough cars they will feed the stock, 
load them and ship them to you without any further 
additional expense to you. 

Now, let me call your attention to the fact that 
we are going to step some. I am doing my talking 
now; in a moment I will be selling. You boys have 
the stock ready to gallop through the ring, the mo- 
ment I say sold. 

Come on, boys. Here is a span of black mares, 
crackerjacks; surplus, that means sound. Fifty dol- 
lars I have. Sixty, seventy, eighty, eighty-five, nine- 
ty. Sold to Hale. 

Here is another span. Twenty-five, thirty, fifty, 
sixty. Sold to Jones. Get this stock out of here! 
The moment they are sold take them out, right where 
you are; don't lead them down through the crowd 
again. 

I should say yes, this is a real span of mules. 
Fifty dollars, sixty, seventy-five, one hundred, one 
twenty-five, thirty, forty, fifty. This is surplus, sixty, 
seventy, eighty, ninety. Sold to Zack Miller for 
$190. 

Here we have a single mule. Oh, he ran away! 
Let him go. How much? Twenty-five, thirty, forty, 
fifty, sixty. Sold. Turn them all loose, I believe that 
helps. 

Here comes a fine span of brood mares. The big 
kind. Fifty dollars, sixty, seventy, eighty, ninety, 
one hundred. Sold to Miller. 

Let them roll. Here they come, a span of bay 
mares. Thirty, forty, forty-five, fifty, sixty, seventy- 
five, eighty. Sold to Younger. 

Move up with those animals. See the mules com- 
ing. Aren't they dandies! Fifty dollars, seventy- 
five, eighty, one hundred, twenty-five, thirty, forty, 
fifty. Sold for $150 to Hale. 

See the old mule coming. Five dollars, seven and 
a half, ten. Sold. 



HIGH LIGHTS ON AUCTIONEERING 155 

Here comes a saddler. He looks good. Twenty- 
five, thirty, two and a half, thirty-five, forty. Sold. 

Span of mares, blacks, surplus, good ones. Fifty, 
sixty, seventy, eighty, ninety, one hundred. Sold. 

Don't bring that team back through here, they 
are sold. Look, look! The mules, aren't they dan- 
dies! How big do you want them? One hundred, 
one twenty-five, thirty, forty, fifty, sixty, seventy, 
eighty. Sold for $180. 

Now you are stepping on them. How much for 
the span of mares? Fifty, sixty, seventy, eighty, 
ninety, one hundred. Sold. 

How much for this horse? Surplus. Ten dollars, 
fifteen, twenty. Sold. 

How much for this horse? Ten dollars, twelve 
and a half, fifteen, twenty, twenty-two and a half. 
Sold. 

A span of bay mares, good ones, surplus. Fifty, 
sixty, seventy, eighty, ninety, one hundred, one hun- 
dred ten. Sold. 

Another span just like them, surplus. Eighty, 
ninety, one hundred, one hundred five. Sold. 

Here comes a span of work horses, condemned. 
Ten, fifteen, seventeen and a half, twenty, twenty- 
five, thirty, thirty-five, thirty-seven and a half, forty. 
Sold. 

Come on, come on! Span mules. Twenty-five, 
thirty, forty, fifty, sixty, seventy-five. Sold. Take 
them out. Get them out of here. 

See that span of mares, surplus. Notice that 
knee action. Fifty dollars, sixty, seventy-five, eigh- 
ty, ninety, one hundred, hundred ten, twenty. Sold. 

Bring that horse in here, we want to sell him to- 
day. Say, he looks like a saddler and driver. Ten 
dollars I have, fifteen, seventeen and a half, twenty. 
Sold to Younger. 

See the grays coming! Good work team. Twen- 
ty, twenty-five, twenty-seven and a half, thirty, for- 
ty, fifty, sixty, seventy-five. Sold to Stone. 



156 HIGH LIGHTS ON AUCTIONEERING 

Another span of grays. Twenty-five, thirty, for- 
ty, fifty. Sold to Miller. 

Mules, mules, see the span. Fifty, sixty, seventy, 
eighty, ninety, one hundred, one hundred ten. Sold 
to Zack Miller. 

Zack, here come another span just like them. 
Seventy-five, eighty, ninety, ninety-five, one hundred. 
Sold to Younger, 

Another span, wild and woolly (broke loose and 
got away). Fifty dollars I have for the runaways. 
Sixty, seventy, eighty. Sold to Zack Miller. That's 
what Zack wants, wild ones. 

Another batch coming, span mares, surplus. Thir- 
ty, forty, fifty, sixty, sold. 

And another span. Fifty, sixty, two and a half, 
sixty-five. Sold. 

Take them through. Hurry, hurry. Let's sell 
them today. Span horses. Twenty, thirty, thirty- 
two and a half, thirty-five. Sold. 

Another condemned team. Twenty, twenty-five, 
thirty, thirty- two fifty, thirty-five. Sold. 

Another condemned team. Twenty-five, thirty, 
sold. 

Here comes a span of real mules. Look out. Fif- 
ty, sixty, seventy-five, one hundred, ten, twenty, 
twenty-five. Sold to Zack Miller. 

Here comes a wild one. Hold him! Hold him! 
Ten dollars. Sold. I just wanted you to hold him so 
this man could bid. 

Well, well, another span of mares. Twenty-five 
dollars, thirty, forty, fifty. Sold to Zack Miller. 

Open up, let the mules through. Aren't they 
daisies! Fifty, sixty, seventy-five, eighty, ninety, 
one hundred, one twenty-five, thirty, forty. Sold to 
Miller for $140. 

I shall not go on through with this sale on paper. 
Suffice to say, I have sold sixty since dinner and there 
are twenty-eight more to sell. 

The manner in which I call the bids in this book 



HIGH LIGHTS ON AUCTIONEERING 157 

is exactly the way I conducted this remarkable sale. 
Real horse men were there who said it would be im- 
possible to sell all those horses that afternoon, owing 
to the fact there was no market for them. At the 
same time these men would have been glad to have 
practically stolen some of them. This bunch bid oc- 
casionally, but when the real buyers came alive and 
the auctioneer became master of the situation they 
were soon lost in the shuffle. 

At this, like hundreds of other stock sales, after 
men began to bid they would quite often slip back 
of the auctioneer and whisper, ''Knock it off to me. 
Knock it off." They soon learned at this sale that 
they all looked alike to me, and if they expected to 
buy any of the stock they would have to buy them in 
front of me, not behind. 

Once during the sale I stopped and cautioned 
them that I had no favorites there, and it would be 
a clean deal. One of the main buyers shook his head 
and said, 'We believe it." I was never bothered 
again. Some people pray and ask God to help them, 
but they never give Him a chance to help them. Then 
they find fault with everything that's good. No won- 
der they are confused. 

Reader, don't you think it would have been awful 
if I had pulled off anything unclean that day, after 
God had blessed me so wonderfully with physical 
power, unlimited strength and lung power and wis- 
dom and health? I could have conducted another 
just like it easily. 

Some day I will see Him as He is. Praise His 
holy name. Ill pray especially that some auctioneer, 
and all who read this sale will get acquainted with 
the Master, and this supernatural power that will 
surely qualify you for the battles of life. 



158 HIGH LIGHTS ON AUCTIONEERING 

GOVERNMENT SALE OF LAND 

One of the most noted auction sales in history 
occurred in El Reno, Okla., Nov. 15, 1910. One 
hundred and thirty-one 80-acre tracts or farms were 
sold in two and one-half hours. A picture of this 
sale will be found on the opposite page. 10,480 acres 
brought in round figures $266,000. The following 
is the story of how I secured the job. 

It is not as easy to secure a good appointment 
for a paying job in Uncle Sam's service as the reader 
might imagine. The great mistake that many candi- 
dates make is to spend almost their whole time wait- 
ing around home, expecting the home politicians to 
swing the deal, without going up to the top and con- 
necting directly with the powers that be. 

It is always in order to first get the indorsement 
of your representatives at Washington. That alone 
means more than a petition with names. Then, there 
are always a few others in every community who are 
always prominent in every red-hot political campaign. 
They are the ones who keep the wires hot with mes- 
sages to our representatives and the powers that be 
in behalf of their friends who are looking for an ap- 
pointment. 

Often it is necessary for the candidate to go to 
headquarters and talk face to face, but never give 
up the ship until you are defeated. Some one will 
get the appointment for sure. If you have a perfect 
organization you will win if you faint not. Always 
keep it in mind that there are other candidates who 
will be just as anxious as you are, and they may have 
as much prestige as you. If it's a good job it will take 
a good fight to win. 

I believe I had done my best to get this job, but 
my friends who stayed until the last minute brought 
the response. On November 14th, the day before the 
noted sale, I took an early train for Clinton, Okla., 
where I was dated for an important auction sale, not 



HIGH LIGHTS ON AUCTIONEERING 159 

positive whether I was the lucky man for the morrow. 
During the day they tried to find me by wire, to 
notify me that I was to be the auctioneer for the big 
sale. That evening when I stepped off the train on 
my return I was met by my son who said, ''Dad, you 
got the job.'^ 

I would like to add a few pointers here. There is 
much more significance attached to a sale of this char- 
acter than almost any other, especially if the auc- 
tioneer can deliver the goods with neatness and dis- 
patch. It will give him prestige that he may not se- 
cure in any other way, on account of the magnitude 
of the sale, and the great army of people from every- 
where who are looking for a new home. 

I lost no time in seeing who was in the service of 
the land department to learn in detail the mode of 
operation for the coming event. The city of El Reno 
was full of strangers who had been looking the land 
over for weeks. Each one had secured quite a few 
numbers, so that if they failed to purchase one, they 
could bid on others. In fact, this multitude of people 
from everywhere were familiar with the 131 farms 
that would sell a few hours later without reserve to 
the highest bidder in the fastest auction sale that was 
ever known in the land department of the United 
States up to that date. 

The morning of the 15th was rather cold and 
windy, much like winter. People were stirring around 
and wondering where the sale would occur. At ten 
o'clock a platform wagon was located on the corner 
of Rock Island Avenue, as you will notice in the pic- 
ture. The sale began promptly at ten o'clock, with 
terms and introduction as follows: 

Now then, ladies and gentlemen, we certainly ap- 
preciate your presence here today, and we know full 
well what brought you here from the different parts 
of the country. We have, without question, the great- 
est government on earth. When Uncle Sam realizes 
that his states and territories need new fields for op- 



160 HIGH LIGHTS ON AUCTIONEERING 

eration in line with advanced civilization, then he 
opens another tract for settlement like the one today, 
where the North and the South, the East and the 
West come together with glad hands and sociability 
that is known only in the development of a new 
country. 

We certainly have a wonderful offering here to- 
day; some of the best land in the country. And we 
have some land that is not so good for farming, but 
is extra good pasture land, and abundance of good 
water almost everywhere, so I am sure that as a whole 
it is a wonderful offering, and I am certain that be- 
fore long, when you have made the purchase of your 
choice, and later are properly located, it will blossom 
like the rose. 

Again, in this great gathering for an auction sale 
of such important values, and your important mis- 
sion to secure a future hom.e, it will be necessary that 
we have the keenest attention that you may hear and 
understand every word in my descriptive talks, and 
the numbers of the tracts of land to be sold. 

The terms of this sale are as follov/s: When I 
have found the highest bidder and sold the farm to 
him, Mr. Adams, the clerk, will register his full name 
and the number of the 80- acre tract and the price 
paid per acre, so that there can be no question or 
confusion, providing, as I have already requested, 
that I have your undivided attention. 

Should there be a tie, where two or more claim 
the same piece of land, then the land will be sold 
again immediately. All ties will be settled in this 
manner. If you have a farm or homestead already, 
you are not entitled to one of these 80-acre tracts. 

Every purchaser at this sale will receive a ticket 
which you must present at the office in your regular 
order for final settlement. These tickets will be 
issued to you every ten minutes until the 131 80-acre 






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HIGH LIGHTS ON AUCTIONEERING 161 

tracts are all sold, and the government will be ready 
to take care of you immediately after the sale. 

If you are too far away to be heard plainly, hold 
up your hand and I will see that you are recognized. 

Again, when you have purchased one of these 
80-acre farms, immediately give us your full name 
and address. I am positive that if you will abide 
strictly by these terms and rules I have given you and 
watch the numbers on your list carefully, you will 
attend one of the most rapid sales that ever occurred. 

Now then the sale begins. No. 1 on your list. 
How much am I offered per acre? Ten dollars I have, 
fifteen, sixteen, twenty, twenty-one, twenty-two, 
twenty-five, thirty, thirty-one, thirty-five, thirty-six, 
thirty-seven, forty, sold. 

Again, No. 2. Twenty, twenty-five, twenty-six, 
twenty-seven, twenty-eight, twenty-nine, thirty, for- 
ty, sold. 

Again, No. 3. Thirty, thirty-one, thirty-five, for- 
ty, sold. 

Again, No. 4. Forty, forty-one, forty-two, forty- 
five. Sold. 

I want to call your attention to this milling around 
and noise. Many of you have come a long distance 
to buy a home, and you v/ill surely be disappointed 
if you don't give me your attention, and your favorite 
number will pass you. I can sell you this land one 
hundred feet away just as satisfactorily to you as 
though you v/ere ten feet away. I have no favorites, 
you all look alike to me. 

No. 5. What about No. 5? Twenty-five dollars, 
thirty, forty, fifty, fifty-one, fifty-five, sixty, sixty- 
five, seventy, seventy-five. Sold. 

No. 6. Fifty dollars, sixty, sixty-five, sixty-six, 
sixty-seven, sixty-eight, seventy. Sold. 

No. 7. Sixty dollars, sixty-one, sixty-tw^o, sixty- 
three, sixty-five. Sold. Two parties claim this num- 
ber. I'll sell it again. Sixty-six I have. Seventy over 



162 HIGH LIGHTS ON AUCTIONEERING 

here. Seventy-five, seventy-six, seventy-seven, seven- 
ty-eight, and sold for $78 per acre. 

No. 8. How much for No. 8? Forty dollars per 
acre. At forty, and sold for $40. 

No. 9. Forty dollars I have. Going at forty, 
forty-one, forty-five, forty-six, fifty, sixty, sixty-one, 
sixty- two. Sold. 

No. 10. How much for No. 10? Here's a good 
one. Fifty dollars, sixty, sixty-five, sixty-six, sixty- 
seven, seventy, seventy-five. Sold. 

No. 11. Sixty, sixty-five, sixty-six, sixty-seven, 
sixty-eight, seventy, seventy- two. Sold. 

No. 12. Fifty dollars. Going at fifty, fifty-five, 
sixty. Sold. 

No. 13. Forty dollars, forty-five, forty-six, forty- 
seven, forty-eight, fifty. Sold. 

No. 14. Fifty dollars. Going at fifty, fifty-one, 
fifty-two. Sold. 

No. 15. Forty dollars per acre I have. At forty, 
and sold for forty dollars. I see two men claim No. 
15. i\ll right, here she goes again. Now I have for- 
ty-one, forty-two, forty-three, forty-five, forty-six, 
forty-seven, fifty, fifty-one, fifty-two, fifty-five. Sold 
for fifty-five dollars. 

No. 16. Thirty-five dollars per acre. A good spring 
on this one. Thirty-six, thirty-seven, thirty-eight, 
forty, forty-one. Sold. 

No. 17. Forty dollars I am bid. At forty, forty- 
one, forty- two, forty-three, and sold for $43. 

Now then, those who have purchased farms, se- 
cure your tickets and the sale will go on. 

It is not necessary to go on through this sale, as 
above, just exactly as you see the numbers and fig- 
ures, in that order the entire sale was conducted. 
However, bids might have been higher or lower. We 
are not trying to give you the exact bids of each sale; 
that would be impossible. 

The representative from Washington told the 
multitude it would take tv/o days to sell this land. 



HIGH LIGHTS ON AUCTIONEERING 163 

After I had sold one hour, he told them I had sold 
about fifty tracts, and they would better stick around 
for I would sell them all today. After the second 
hour had passed I had crossed the one hundred mark 
and was nearing the close of the sale, so the land office 
man again warned them not to leave for dinner, that 
we would finish the sale before we left the platform. 
At thirty minutes after tv/elve the sale was over and 
the land office representative told me, ''I have spent 
years in the land department, disposing of great 
tracts of land in all parts of the country, and you may 
not know it, but this sale has no parallel in the history 
of the country. This would have been two days hard 
work anywhere else. The speed and attention of 
that large crowd was remarkable, and absolutely sat- 
isfactory." 

The writer is not trying to be conceited in giving 
you the details of this sale, only as it occurred in 
reah ty. It was a golden opportunity for me, and I 
did my level best to make a record-breaking sale. 

I may never enjoy another opportunity to conduct 
a sale like the one I have described to you, but listen 
just a moment: I conduct meetings and revivals in 
different parts of this v/estern country with the same 
energy, and I feel safe in saying, with much more 
interest, in the building up of God's kingdom. 

One of these days the writer, who has enlisted in 
the army of the Lord, will hear the King of the glory 
land say, "You have fought a good fight, you have 
kept the faith, you have cried your last sale, come up 
higher, there's a mansion waiting for you." 

Say, reader, don't you think that will sound good? 
May God bless you as you read this sale, and may 
you be a good, live wire in the auction profession, and 
a real Christian too. 

This sale was conducted exactly as it is written, as follows : 
Sixty, sixty-five, sixty-six, sixty-seven, sixty-eight, sixty-nine, 
seventy, etc. This was a sale where people came to buy. Most 
of them had looked the land over, as I think I have mentioned 



164 HIGH LIGHTS ON AUCTIONEERING 

elsewhere, and they had quite a list of numbers of the different 
tracts of land that suited their fancy, and they knew just what 
they were bidding on. 

There was no use or time for the old lingo, sigity-one, sigity- 
two, sigity-three, make it the five, make it the five, come alive, 
etc. It was selling from an argumentative standpoint. They 
knew more about the land for sale than the auctioneer, but the 
auctioneer had to be alert to catch the bids and take care of 
them in their regular order., For instance, one bid forty dol- 
lars thirty feet away, the next forty-one, twenty-five yards 
away, the next bid right at your side, possibly the next bid 
fifty yards or more away; all this done in rapid-fire style. All 
I had to do after I had secured attention was to call the bids 
in staccato style, plain and loud so there could be no misunder- 
standing or confusion. 

The sale was one of the most satisfactory I ever conducted. 
Every auctioneer who becomes a live wire in the profession 
will have many important sales that will demand his undivided 
attention. 

^ ^ ^ ^ ^ 

HIGH LIGHTS 

Extracts from Some of the Sermons I Preach in My 
Evangelistic Work 

Show me a man or a woman so low in morals that 
society has long ago discarded them, and the church 
doesn't want them, and I'll show you a Christ who 
has come to seek and to save such a one. 

There may come a time in a man's Ifie, if he for- 
gets God, that he may think that he has solved the 
problem of life in his own way. Hear me! He has 
only rocked his conscience to sleep. 

As the Holy Ghost was to the Christ in the battle 
of the wilderness, so He can be to you in winning 
the battles of life. 

Lot might have said, ^'Uncle Abe, you have been 
so good to me and my family, I have prospered so 
remarkably under your watchful care and administra- 
tion. Now you make the division of stock. You lo- 



HIGH LIGHTS ON AUCTIONEERING 165 

cate me up on the high plains, and you take the rich 
valleys of the Jordan with its green pastures and 
sparkhng waters. It belongs to you, Uncle Abe. I 
love you and we will never quarrel. It's up to you. 
If Lot had taken this course the history of his 
family would read differently today. There would 
have been no necessity of running to hide in a cave, 
destitute, alone, a tramp. There are many families 
today, moving from the good old farm to Sodom and 
Gomorrah. 

i<. 1<. i^ ^ x^ 

A REAL CHICKEN SALE 

Ladies and Gentlemen: 

I am glad to say that we have a high and even 
grade of quahty in this wonderful strain of White 
Wyandottes. There are six hundred birds in this 
sale. There are thirty mated pens. There are two 
hundred and fifty pullets, one hundred and fifty hens, 
and fifty m.ales. Surely this will be a wonderful op- 
portunity to get a good supply of this aristocratic 
bunch of finely bred birds. 

Again, let me call your attention to the mated 
pens, consisting of one male and four hens each. No 
better birds can be found in many mated pens, where 
they sold for from $25 to $50 per mating, at private 
sale and mail orders. 

You will notice how these matings line up. They 
look like perfect birds. You can not afford to pass 
them up. Mrs. H. A. Hume, of Tecumseh, Kansas, 
in the January number of Everybody's Poultry Mag- 
azine, says she did over a $2,000 egg business in 
twelve months, just extra profit, and raised chickens 
as a side line, and so can you, but you must have the 
birds, that will attract the attention of the general 
public by their production. 

Drive by a chicken farm, whether they are black, 



166 HIGH LIGHTS ON AUCTIONEERING 

brown, yellow, red, or white, where there are 800 to 
1,000 birds, all one color, clean as a ribbon and prop- 
erly cared for. You don't have to inquire how they 
are getting along; you know, and so does the banker. 

Terms: Now that you have seen the birds, now 
buy them. How much for this first mating. Ten 
dollars I have. Thank you. Fifteen, sixteen, seven- 
teen. Who will make it eighteen, nineteen, twenty? 
Sold for $20. 

Who will give me twenty dollars for the next 
mating? Aren't they fine! Yes, I'll give you S20. 
Sold. 

After all matings are sold the pullets and hens 
are sold at so much each by the dozen; then all males 
are sold single. 

tr ^ iz t? -C: 

A NEW FIELD FOR AUCTION S.\LES 

It certainly will not be long until some enterpris- 
ing fellow will establish annual and semi-annual 
auction sales of pure-bred chickens. It will take a 
breeder v/ho fancies prize winners and knows how to 
produce them. The price and demand wail be no 
question if the man will produce the right kind of 
birds. 

Do you stop to think that one mated pen of 
chickens of the best blood, consisting of one male 
and four females, out of E. B. Thompson's Imperial 
Ringlet Barred Plymouth Rocks at Amenia, N. Y., 
sells today for more money than a good horse is 
worth, and one hundred eggs sell for S90? There are 
hundreds of fanciers of fine producing strains all over 
the country, who would be delighted to attend an 
auction sale of the good ones, and also contribute to 
the sale. 



HIGH LIGHTS ON AUCTIONEERING 167 

PLYMOUTH ROCK CHICKEN SALE 

It might not be fair for me to say that this variety 
of chickens are the best, or most popular. But it will 
be sufficient to say that they are a most admirable 
bird for the market. They are very hardy, mature 
early, and make excellent broilers when from eight 
to ten weeks old. They are acknowledged as good 
layers the year around, and in winter when eggs are 
usually scarce and the prices high they lay exception- 
ally well. 

I often wonder what would have become of the 
early settlers if it had not been for the chickens when 
the crops failed. When hot winds made Oklahoma 
look like the Sahara Desert; when homesteaders 
wondered where the next meal was coming from; 
when there was nothing to do and nothing to earn. 
But when the hens began to cackle around the old 
shed it meant flour in the bin, sugar in the can, coffee 
in the mill, soap, salt, pepper. I know what I am 
talking about. I've been there. Those hens were 
real life preservers. Today we have the pure bred. 
They will make you money at any price. How much 
am I offered per bird? I sell them all together. 

i^ ^ i^ ik ^ 

FINE CHICKEN SALE 

One of the most remarkable enterprises of Amer- 
ica today is the egg and poultry business. Few peo- 
ple realize the magnitude of our mammoth commis- 
sion houses in the large cities that make a specialty 
of eggs and poultry that supplies the markets of the 
world. It is an established fact that millions of cases 
of eggs are put into cold storage in the summer for 
the winter markets, when prices are up and hen fruit 
is scarce. What is true of eggs is equally true of 
poultry. 



168 HIGH LIGHTS ON AUCTIONEERING 

As the population of the country increases the 
prices of beef and pork advance. While this is true, 
it is also true that poultry is keeping up with high 
priced meats ; making the egg and poultry business so 
important and necessary in feeding the masses that 
it is a recognized fact that there are no substitutes 
for them. Then, if the egg and poultry business is 
so important that it demands millions in capital for 
transportation and storage to accommodate the mul- 
titudes who live in the heart of our great cities and 
in parts of the world where they could not be pro- 
duced, would it not be a successful business proposi- 
tion to keep only the best birds that will produce the 
most eggs in 365 days, and then weigh into the market 
the most pounds, when they have outlived their use- 
fulness? 

When we have 104 standard varieties in this 
country to select from, what excuse has any one 
for feeding high priced grain to inferior birds? This 
man, you will observe, has been selling eggs when 
most of his neighbors are buying. Why, look at this 
wonderful picture of birds, and you can tell at a 
glance that they are money-makers. They are well 
cared for, they are well fed and always bring the 
revenue. When you buy them and take them home 
today they will begin working for you. Now then, 
how much am I offered a bird, with the privilege of 
the whole bunch? It would be a shame to break up 
this grand flock of industrious layers. Some one buy 
them all. Some one said $1.00 each. 

Remember, these birds are acclimated; grown 
here. You are not sending away for them. $1.25 I 
have over here. Who'll make it the half? Thank 
you, $1.50 I have, and sold for $1.50 each. Say, 
how many do you want? All of them? How many 
have you got? Just 400. All right, I'll take them 
all. Sold for $600. 



HIGH LIGHTS ON AUCTIONEERING 169 

AN AUCTIONEER CALLING HIS CROWD 

Holds up his hand high above his head and looks his crowd 
over carefully. Continues to hold up his hand until crowd 
is settled and quiet. This will never fail if the auctioneer has 
the right kind of personality and the respect of his people. 
Then he can begin slowly with the following talk: 

Ladies and Gentlemen: 

I often wonder what would happen if they should 
cut out the auction farm sales and begin to peddle 
out their stuffy as they are still peddling out some in 
the older states, especially in the South. Instead of 
a long drawn out method of disposing of your farm 
machinery, live stock and household furniture, it's a 
few days of advertising, one day of sales, and the 
fight is over and you have gotten your money, ready 
for another deal. 

The auction system gets the most money now. 
It is modern, it is fascinating, it gets results that en- 
courage men to do things that are in line with the 
best business principles and the shortest route to 
invoice your holdings. 

A man wants to know where he stands. Our 
creditors want to know, a^id have a right to know. 
They have cared for us when we needed friends, and 
if we adopt the business methods that are clean, and 
the get the money now system, we establish a market 
that is full of speed and money. 

The man we are selling for today understands this 
method, and has done his advertising and he has done 
it well. Now he is ready with his offering, and, be- 
lieve me, if you want any of these bargains you'll 
have to get a hump on you, for this sale will be a live 
one, and in a short time it will change hands, and 
you will have this property, and stock, and my friend 
will have the money. 

Give me your attention just one minute now, and 



170 HIGH LIGHTS ON AUCTIONEERING 

we will know more about this man's offering. In the 
first place he has a good string of extra fine horses 
and mules, among them are extra good brood mares, 
real brood mares, that do your work and always pay 
their own way. You know it doesn't pay to feed a 
poor one. 

He has been very particular in selecting his cattle. 
They are all fine individuals and you need them. The 
same is true with reference to hogs. This man has 
been equally particular about selecting his farming 
tools, as you have probably noticed since coming on 
the grounds. So, taking it as a y/hole, it is certainly 
a pleasure to sell his stuff, and I regret to know that 
this man is going away, and you are losing a good 
citizen too. 

There is positively no reserve and everything sells. 
Information with reference to ages and details will 
be given as the sale moves on. Now listen to the 
terms. Six months time at 8 per cent interest from 
date. Three per cent discount for cash over $10, 

Now then, I'll sell you this kitchen cabinet. The 
lady says they paid $45 for it six months ago, and I 
have only $10 bid on it. At ten, will you make it the 
fifteen? I got the fifteen, make it the sixteen. Sidy- 
k-six, sidy-k-six. Sixteen I got. Now the seventeen, 
eighteen, twenty, sure, twenty-one, twenty-two, twen- 
ty-three, tv/enty-four, twenty-five, twenty-six, thirty, 
sold. 

i^ t^ i^ •>? -it 

FROM THE DAIRY DIVISION OF THE U. S. 
DEPARTMENT OF AGRICULTURE 

Not enough can be said about the cow and the 
hen, the most profitable combination. Their real 
value has never been appreciated. It is a combina- 
tion that belongs together, and yet it is strange that 
dairymen as a rule take little interest in the poultry 



HIGH LIGHTS ON AUCTIONEERING 171 

business. The same is true, to a great extent, with 
the poultry men. They won't milk cow^s, when as a 
matter of fact it is estimated that skim milk when 
fed to good birds will bring as much revenue as butter 
fat. The writer has spent seven years more than a 
quarter of a century in the auction business, and any 
time I drove up to a farm to conduct an auction sale 
where there were from 300 to 500 pure bred chickens 
of the laying varieties, and a good string of dairy 
cows, and all the property was cared for, there was 
always a bank account, and the reputation of the 
offerings would always result in a wonderful auction 
sale. 

We take the following from the U. S. Depart- 
ment of Agriculture, Dairy Division, on the produc- 
tion of milk. Taking the average cow in the United 
States and the other dairy countries, the average pro- 
duction of milk is as follows: 

Netherlands 7,585 lbs. 

Switzerland 6,950 lbs. 

Denmark 5,666 lbs. 

United States 3,527 lbs. 

3,527 pounds must be understood as the average 
cow's yearly production in the United States. Notice 
the average production of other countries above, and 
you will notice the upper average almost twice as 
much. What does this mean. Does it mean more 
cows? It means that if you would increase the dairy 
profits and make the dairy business worth while you 
must breed better milk strains ; you must have better 
cows. 

If the reader is interested in the dairy business, 
I would advise him to write to the Dairy Division of 
the U. S. Department of Agriculture at Washington, 
D. C. and get them to send you all the literature nec- 
essary to give you the magnitude of the dairy busi- 
ness of the world. Then from these records you can 



172 HIGH LIGHTS ON AUCTIONEERING 

write and arrange your opening talks for the great 
dairy sales that the future has in store for the coming 
auctioneers. 

Again, there are many farm journals and live 
stock journals that make a specialty of the different 
breeds of cattle, hogs, sheep, horses, jacks and mules. 
From the leading journals you can secure the dates 
of all important auction sales. It would be a won- 
derful help to the new student to secure catalogs of 
these sales, and in this way familiarize himself with 
the blood lines. This is one of the systems of getting 
lined up in qualifying to tabulate pedigrees. 

Again, I touched on the poultry business in the 
heading of this article. When I first thought of writ- 
ing on dairy production I did not think I would say 
anything on poultry, but they are so closely related 
as a profitable enterprise that one more touch on this 
line can certainly do no harm. While this short arti- 
cle may help others, I have the auctioneer in view, 
who expects to make good and be an authority on 
the products of the farm, especially on fine bred stock. 
If I had to travel the road over again, if I could go 
back twenty years and come again, there would be 
well established auction sales of chickens annually or 
semi-annually all over this country. 

Not long ago we had a sale where there was a 
bunch of real birds. They were imported English 
White Leghorns. They sold for $2.50 a bird or'"$30 
a dozen. Five hundred would have brought the neat 
sum of $1250, and I am satisfied we could have sold 
that many. To sell high they should be sold in mat- 
ings. Try it some time. You will be agreeably sur- 
prised. 



HIGH LIGHTS ON AUCTIONEERING 173 

PEDIGREES 

How to Learn to Tabulate Pedigrees of Live Stock 

Looking the field over as a whole is to a new be- 
ginner only confusion. There must be a real begin- 
ning, and it must be in the primary department. For 
illustration, here is Harry Myers, who has an ambi- 
tion to be a breeder of registered Duroc hogs. He 
purchases a Duroc sow at auction sale. This is a 
tried sow, weighs about 350 pounds, bred to farrow 
in sixty days. The pedigrees that were tabulated in 
the catalog of the sale where Mr. Myers purchased 
the above sow" were only the outstanding individuals 
on the sires and dams, and the breeders of the sires 
and dams, and while he could see that he had pur- 
chased an extraordinary individual, and also see and 
know what the sire and dam were, from the pedigrees 
that came with the purchase, however, he knew very 
little about the grand sire and the grand dam of the 
sire, and the grand sire and the grand dam of the 
dam. It was all Greek to him. But he made his first 
purchase and he was determined to purchase more, 
and more than that, he wished to familiarize him- 
self with the blood lines, pedigrees, and the necessary 
individuality of the Duroc family, that he might be- 
come a recognized breeder of high class Durocs. 

Reader, what do you suppose was his first move? 
I will tell you, and you can do the same thing, and it 
won't be long until you will get familiar with the 
pedigrees and blood lines of the kind of stock that 
you may fancy to own some time. 

Harry Myers made it a point to send for a cata- 
log when he heard of a Duroc hog sale anywhere 
whether he saw it in advertisements of the farm 
journals or elsewhere, and if the sale was in his terri- 
tory he would make it a point to be there. After these 
catalogs began to come in he read them carefully, and 
was astonished to learn that he had purchased a real 



174 



HIGH LIGHTS ON AUCTIONEERING 



Duroc, and found out for sure that he was on the 
right road. 

Harry told his wife what he had learned from the 
catalogs with reference to the breeding of his first 
Duroc. His wife smiled and said, ''I believe that is 
about the finest hog I ever saw. What a sight it will 
be when she farrows if the pigs are as good as she is. 
You will be in the hog business then all right. Don't 
forget, Harry, that she cost you a whole lot of money, 
and you ought to take extra good care of her." 

''All right," said Harry, ''I'll do that, and I'll do 
a whole lot more. I am going to get a blank book 
and put her complete pedigree in it, so that I can 
memorize it and 'tell the world' what kind of hogs 
Harry Myers is producing." 

Here is Harry's first lesson. He writes it in his 
book. He gets the idea and the real breeding from 
these catalogs and the pedigree of the sow he now 
owns, as follows: 



SOW. CHERRY QUEEN 429112. 

Farrowed March g, 1913. Number in litter 12. Bred by C. L. Ticer, 
Oklahoma City, Okla. 

r (Sire) 

(Sire) Ohio Chief 41419 

Valley Chief 5 1 095... J (Dam) 

Valley Lady 103726 



(Sire) 
Valley B. 97769 



(Dam) ( . /??E) 

iLincoln Model 225004^ Lmcoln Top 55287 

(Dam) 
l^Queen Ann 121210 



(Dam) 
C. L, Princess 338688 



f^ . r (Sire) 

Vsire; j Morton's Decree 47601 

Crimson Prince 69527. i (Dam) 

I^Veribest's Pride 157846 



(Dam) (Sire) 

l^Sallie S. 274134 ^ Col. S. 17943 

(Dam) 
LSallie Hanley 2 11 940 
Cherry Queen. Bred to Col. Graduate Jan. 31, 1915. 



Now Harry has this sow's breeding for four gener- 
ations beginning at herself. After he has written and 



HIGH LIGHTS ON AUCTIONEERING 



175 



arranged it in his book as above, which is a complete 
pedigree. I don't think there will be many who will 
ask about Cherry Queen's pedigree until Harry has 
the above pedigree all down pat so that he can rattle 
it off to any one who wants this information. 

This is lesson No. 1 . Here comes No. 2 . Remem- 
ber this sow is bred to Col. Graduate, and will farrow 
in about sixty days, so Harry may just as well get 
wise to the breeding of those pigs that will come soon. 
If the sire is Col. Graduate (we have the breeding of 
the dam), let us get the complete breeding of the sire, 
as follows: 



COL. GRADUATE 

This was the Herd Boar. 

Farrowed Sept. 3, 1913. Number in litter 15. Bred by Royal Scion 
Farm, Winfield, Kansas. 

r (SiEE) 

(Sire) J Prince of Cols 13571a 

King of Cols 16075a. .i (Dam) 

Love 35060 



(Sire) 
Graduate Col. 28279a. 



(Dam) 
^Scottish Rose 197 



197126. J 



(Dam) 
Heiress Royal 26602 . 



(Sire) 
Col. Scott 16893a 
I (Dam) 

IWatson's Beauty 52542 

r (Sire) 

(Sire) I C. W. Again 40785 

Crimson W. Ill 76867^ (Dam) 

Lottie A. 57580 

(Dam) r (Sire) 

Belle Vara 230238 J Prince of Cols. 13571a 

(Dam) 
LOhio Belle 51182a 



A footnote would certainly be in order here. Old Graduate 
Colonel sired as many good Durocs as any boar living or dead. 
The son of Graduate Col, which is the sire of these pigs that 
will drop in sixty days was a great herd boar. 



This complete pedigree of this great male in les- 
son No. 2 is an important one to Harry. He has writ- 
ten it carefully in his book. In the reading of the 
catalogs Harry will find much information about the 



176 HIGH LIGHTS ON AUCTIONEERING 

Col family of hogs. The reader will notice the prolific 
strains. The sow, Cherry Queen, is out of a Htter of 
twelve, and bred to Col Graduate, who is out of a 
litter of fifteen. All these points are a wonderful 
argument when it comes to selling at private sale or 
on the auction block. 

When Cherry Queen has made delivery of about 
ten pigs> and that is below her own reputation, and 
far below the sire of the pigs, then Harry should be 
able to tell to any one who might inquire about these 
ten pigs their exact breeding, tracing them back four 
generations, on the sire and dam, from lessons 1 and 2 
that he has carefully entered in his new book. 

Now, before Harry takes on any new Durocs it 
would be very proper for him to learn in detail about 
the grand sires and grand dams, and the great grand 
sires and great grand dams, what they sold for, and 
what they won in blue ribbons at the state fairs and 
exhibitions of live stock of the country, and the breed- 
ers who owned them. 

This would be lesson No. 3, while it would be 
practically rounding out lessons Nos. 1 and 2. Almost 
all of this knowledge can be gleaned from the catalogs 
of the many Duroc sales over the country and the 
leading Duroc journals that are published today. No 
breeder can afford to be without them. 

The same system works just as satisfactorily in 
the Poland-China family, in the Spotted Poland-Chi- 
nas, or any other family of hogs. 

The same system will work with perfect satisfac- 
tion in the line up of dairy cattle, the Holsteins, the 
Guernseys, the Brown Swiss, the Jerseys, the Ayr- 
shires, the milk strains of the Shorthorns, and others. 
However, with the dairy cattle, if the auctioneer or 
breeder would familiarize himself with the blood lines 
of the registered stock, either through the catalogs of 
many public sales, or through the histories and vol- 
umes of breeding that can be secured of the different 
dairy cattle, he must ever bear in mind that the out- 



HIGH LIGHTS ON AUCTIONEERING 177 

standing feature is her production. No other system 
of farm marketing yields as high a return in gold to 
the farmer who will be a real dairyman. 

For illustration: We sell this particular cow, 
Ruth Freitag, New Brown Swiss, at the close of the 
test period she is past eleven years of age, but appears 
to be in her prime. For the first half of the year she 
made 355 lbs. During the second half 350 lbs. This 
record puts Ruth Freitag at the head of the list of 
Brown Swiss in Wisconsin, and sixth in the breed. 
She produced in twelve months, ending March 31, 
1922, 16,887.8 pounds of milk, and 705.19 pounds of 
butter fat. This cow was bred by Jacob Voegeli of 
Wisconsin. 

After the breeder or auctioneer gets familiar with 
the blood lines of this choice milk cow, then he must 
know all about what she produces, and how profitable 
she can be to the purchaser in 365 days. I presume 
the reader will wonder why the writer, who lives in 
Oklahoma, selects this cow in Minnesota. For the 
reason that Minnesota now leads all of North Amer- 
ica in the dairy business. Her total butter production 
is not only the largest but the highest in quality, 
about 140,000,000 pounds annually, worth in 1920, 
$80,000,000. 

I touch on these points that the auctioneer or 
dairyman may appreciate the wonderful magnitude 
of the dairy business. This would be the auctioneer's 
first lesson, and he should arrange his book according- 
ly, so that there could be no mistake in his complete 
description and knowledge of his first registered dairy 
cow, as she enters the sale ring, v/hether she be Ruth 
Freitag of Minnesota or a Holstein of Oklahoma. 

It is not a hard lesson, if you take one at a time, 
and get that down pat. Don't scatter out over the 
herd and try to learn the breeding of the whole bunch 
at the first pass. You will fail if you do, and be con- 
fused and finally give it up, as hundreds of other auc- 



178 HIGH LIGHTS ON AUCTIONEERING 

tioneers have done, and you will miss the best and 
most profitable part of the auction profession. 

Well, you may say, what can I do at a registered 
sale of thirty Holsteins when I am familiar with the 
breeding and butter production of only one? 

I'll tell you. If you have learned your first lesson 
well, and open the sale with the one you are familiar 
with, taking plenty of time in showing up her produc- 
ing qualities, and the strain of milkers from which 
she came, you surely have been a successful skirmish- 
er, in your first battle with the black and white. 
Well, you sold the first offering for $190. That was 
a good sale, and here comes another good one into the 
sale ring. The owner of the stock is carrying the 
pedigrees. Now it is the auctioneer's move, and he 
begins to comment on the fine milker that is now in 
the sale ring, and then he turns to Mr. Fisher, the 
proprietor, and says in part: 

''Mr. Fisher, you are in possession of those pedi- 
grees, please give these people the breeding of this 
fine dairy cow. You milk her and you know exactly 
how profitable she is to you." Then you can go to 
Mr. Fisher and compliment him after the second sale, 
and tell him to watch and see that the cows are 
brought in so there will be no delay, and in this man- 
ner the new auctioneer will get by at his first sale. 

The young auctioneer must rehearse again and 
again the history of the first cow, and her breeding, 
and her sire and dam, and what she sold for, so that 
it will always be fresh in his memory. 

At the next sale the auctioneer realizes that he 
must be in line, so he undertakes to familiarize him- 
sef with another registered cow that is good enough 
to open an important auction sale of registered dairy 
cattle with. 

This imaginary auction sale is high class, and has 
been advertised very extensively; dairymen are on 
the ground from all parts of the surrounding country, 
and are ready and willing to pay a good price. Now 



HIGH LIGHTS ON AUCTIONEERING 179 

the auctioneer has learned one of the important open- 
ing talks that he may find in this book. After he has 
called the crowd together and the first cow, which 
must be a good one, is led to the center of the sale ring, 
the auctioneer delivers his opening talk that touches 
in the production of milk, butter fat, butter, quality 
and quantity, and especially the revenue that can be 
derived from high class dairy cows, it would be a great 
help to this sale to tell about the Brown Swiss cow, 
Ruth Freitag, that he sold a few days ago, because he 
is familiar with her breeding and the revenue she is 
bringing in for her owner at eleven years of age, what 
a profitable cow in a dairy herd, what a pleasure and 
joy to have a real herd of the good kind, and when he 
has finished his opening talk in general, then he con- 
centrates all his attention on the herd that he is about 
to sell. He tells about the head of the herd, and the 
strong, rich milkers, and finally he calls attention to 
the great offering which is the center of attraction, 
now in the sale ring. 

Here is lesson No. 2 in selling dairy cattle, and 
here is where the auctioneer v/ill shine if he has 
learned his lesson well. He can tell of the sires and 
dams, and the grand sires and grand dams of this 
cow that is awaiting her new owner. He can tell what 
her production is, and all her relations, and prove 
without question why she has a right to be an excel- 
lent dairy cow. This auctioneer has registered the 
two cov/s in detail with reference to their individu- 
ality, their breeding, and their production in his book 
of pedigreed stock, and while he has only a few cattle 
and a few hogs, just watch his smoke. 

He has had an eye-opener, and he is on the right 
road, for the same system will work with any kind of 
stock, whether an auctioneer ever becomes a breeder 
of thoroughbred stock or not. If you wish to pur- 
chase the history of any pure bred stock, write the 
Breeders Gazette, Chicago. 



180 HIGH LIGHTS ON AUCTIONEERING 

DUROC HOG SALE 

One of the Choicest Sows of the Sale Is Brought Into 
The Ring 

When the crowd is properly located the auctioneer takes 
his place careftdly, and begins as follows: 

It is a great satisfaction for this man to welcome 
you to a sale of his real genuine Red Ones. When I 
say real, I mean the kind that carry with them their 
own advertisements. 

When you read the pedigrees of the offering today 
you are going over the foundation stock that made the 
greatest history of the Duroc breed. No pedigree 
has the right flavor unless you can trace from the 
sire and dam, the royal blood that makes the herd 
famous. In the Duroc family we love to trace to the 
grand champions at the International Exposition at 
Chicago, to America's biggest state fairs and exposi- 
tions. I am talking about the kind that stand out in 
bold relief in the show rings, secure the ribbon for 
their owners, and make the hog industry a success. 

Oh, you old Duroc, 

You look awfully good to me, 
With your deep, broad sides, 

And shoulders to your knee. 

With your great arched back, 

That crowd the butcher's block, 
With lard, lard, lard. 

And hams down to your hock. 

They say you're prolific, 

And your families very wise, 
And you're there with the big mitt, 
When it combes to producing size. 

Yes, the Duroc looks good to me, 

They look good to all but the Jew, 
For there's hog all over and pork in the middle, 

And a mortgage lifter too. 



HIGH LIGHTS ON AUCTIONEERING 181 

Did I use the word prolific? Certainly I did. 
Please let me use it again, and I will say that, in my 
judgment, the Durocs are the most prolific in the 
hog family. More than that, they know how to care 
for the little ones. See the width of that head be- 
tween the eyes! That's intelligence; that's charac- 
teristic of this family; that's hog brains. Show me 
any living creature in the upper or lowxr animal king- 
dom that is looking with both eyes out of one socket 
and I'll show you a failure. A poor mother and a 
poor father, and their offspring pay the penalty. This 
is a good individual that is in the sale ring. 

Blood tells, no matter where you find it. This 
looks like the Colonel family. Colonel blood injected 
from every angle. This would be a good foundation 
for a Duroc herd, touching the best blood lines that 
are known. Look her over. She's an incubator. A 
prize winner. You must have this kind if you would 
succeed in the hog business. Who'll start her at 
one hundred dollars? 

It would make it very strong if the auctioneer would get 
close to the sow as he recites poetry, and touch the points with 
a cane. 

i^ }^ i^ i^ i^ 

OUTDOOR SALE RING AND PENS 

For Large Cattle Sales and Regular Monthly Sales 
See Drawing on Next Page 

This plan is very easily arranged and built out 
of regular fencing. I am giving no particular sizes 
of pens (except the sale ring). They can be built 
according to the size of the sale. In a sale of from 
one hundred to several hundred cattle this is a great 
system, in fact, the only system to handle them satis- 
factorily to the buyer and seller alike. 

Again, the cattle may not be accustomed to large 
crowds, and they may be wild. In that case they 



182 



HIGH LIGHTS ON AUCTIONEERING 



—- — (^=«- 




fa 



< 



4w 











HIGH LIGHTS ON AUCTIONEERING 183 

will be handled with perfect ease, like they handle 
them in the stock yards, at the packing plants, and 
the markets of the world. 

For a sale of stock cattle they should be classi- 
fied and placed in pens numbered from one to twelve 
or more as you may need. These pens all open into 
the alley that leads to sale ring. After sale cattle 
are put back into the pen they came from, whatever 
the number may be, subject to the purchaser. 

Sometimes, in a large herd of cattle, there may be 
quite a number of choice milk cows, and also regis- 
tered cattle that should be sold singly. In that case, 
the circle ring, with ten or twelve posts set in the 
ground firmly, leaning out a little, with two-foot hog 
fencing stretched around outside of posts, top four 
and a half feet from the ground, with two smooth 
wires at the bottom, would be an ideal sale ring. 

The dotted lines represent the circle ring, and 
the whole herd can be sold here as well as the fenced 
pen, and I think much better, because the buyer has 
a better view of the stock. These pens are usually 
built according to the length of the lumber, so that 
there will be little waste, and if only needed for one 
important sale, the auctioneer can dispose of same 
with little loss. 



184 HIGH LIGHTS ON AUCTIONEERING 

OPENING TALK FOR HIGH GRADE CATTLE 

SALE 

Ladies and Gentlemen: 

Attention, please! One of the easiest things for 
a man to establish in his business career, is careless- 
ness and indifference. To be thoroughly satisfied 
^vith present conditions. And it is too true when I 
say that a majority of people are in that class, and 
when the inventory comes, and the balance sheet 
must be produced, you will find them in the red. 

While this is true of many enterprises^ it is also 
true of the live stock business. You will never live 
to see the low prices in grain and feed that you have 
seen in the years gone by, even in the face of modern 
genius and civilization. Consequently, you will never 
see the low prices for cattle that you have seen in the 
past. 

Consequently, the great problem that we must 
solve today is to secure and develop the kind of stock 
that the markets of the world demand, and the kind 
that will finish with the least feed. 

You must sit up and take notice when a man has 
an offering like the one we have today, with their 
colors that are characteristic of this family, and their 
remarkable individuality. When this sale is over 
and the general verdict given that this was a cracker- 
jack sale, give this man the credit, who spared nei- 
ther time nor money in securing the kind of stock 
that will give our farmers a vision of better days 
farther on. 

I would like to add here that the man who stag- 
gers at high prices for high grade cattle, that men 
have spent a lifetime to develop, will stagger more 
if they fuss their time away with the little dinkies 
that nobody cares for, and that the markets call 
"canners." 

When a man has the staying qualities, and stands 



HIGH LIGHTS ON AUCTIONEERING 185 

the test in sunshine and rain, in mud and ice and 
snow, in the thickest of the storms, in fact, is always 
in evidence when they need care and shelter, who 
always pays the highest price in securing the good 
ones in order that he may inject the proper individ- 
uality, should be more than appreciated as he brings 
the cattle business up in line with advanced civili- 
zation. 

I am delivering this talk as a compliment to the 
man we are selling for today, trusting that the buy- 
ers may benefit by it, and will see that his efforts 
have not been in vain. 

(Terms.) The sale begins. Bring in a good one. 

This talk can be used in a high grade cattle sale, or in a 
sale of the choicest thoroughbreds. In high grade herds of 
cattle you will always find either registered or extra choice 
bulls, and you can make your talk from the head of the herd 
and his offspring. 

If there is no sale pavilion for the offerings, or a place 
fixed to seat the buyers, then there must be a sale ring arranged 
at least twenty-four feet in diameter. This can be done by 
putting in about ten posts around the ring, leaving an opening 
of about six feet to take the stock in and out of the ring. The 
posts should lean a little and out and be fixed firmly. About 
three smooth wires stretched around the ring tightly will fill 
the requirements. There should be a sale ring arranged for 
every sale of live stock, so that the auctioneer will always have 
control of the stock to be sold. A few wild west shows of 
excitement with the cattle will paralyze any public sale. 

^ ^ ^ ^ it 



A GOOD COW TALK 

A real Strong Talk on the Dairy Business 

Today we have an excellent selection of rich 
milkers. Few people realize the wonderful magnitude 
of the dairy business. Some time ago while I was in 
Chicago I stopped at a first class lunch counter and 
called for bread and milk. The waiter sad, ''Would 



186 HIGH LIGHTS ON AUCTIONEERING 

you like cream?" ''Certainly/' I said. Do you know 
I never imagined that I could find pure, sweet, rich 
cream in the heart of the metropolis of this country, 
but I found it, as rich and pure, and sweet as you can 
possibly serve it at your home today. 

There I learned that all modes of transportation 
have been adjusted to handle the wonderful product 
and are keeping pace with old bossy. She is in evi- 
dence everywhere. She is the farmer's friend. 

The milk cow is certainly the farmer's friend, 
She's always ready her help to lend. 
She'll keep you in change, if properly fed, 
With cream in the pitcher, and butter to spread. 

She's certainly a daisy when ice cream is on, 
On peaches and cream she's there just as strong. 
On apple dumplings, say, man, now you shut up, 
I'll fall off dis hoss, and bust me all up. 

Yes, old bossy is everybody's friend, 

She feeds all the babies and fourscore men. 

She feeds little pigs, cats, and calves day and night. 

But she can't do her best if you don't treat her right. 

The man who goes to town emptyhanded with 
nothing to sell, only to buy, never selling, always 
buying, is handicapped on every turn of the road. 
Show me the man who has a string of good milk cows 
and cares for them, a good bunch of chickens, fine 
hogs, and good brood mares, even if he has only a few 
of each, he will always have something to sell, and a 
sure living. 

In addition to the products he sells, the increase 
of stock alone will make him a bank account. But 
the real cow, like the one in the sale ring today, is 
attracting more attention than any animal on earth. 
She produces beef, and butter fat. She cuts a won- 
derful figure in feeding the world. Who'll start her 
at one hundred dollars? 

Go on with the sale. 



HIGH LIGHTS ON AUCTIONEERING 187 

This opening talk is good enough for the highest class sale 
of dairy cattle in the world. To make this sale real effective 
and get best results, an extra choice fresh cow should be 
brought into the ring, one that is gentle and kind. Then some 
young lady who is accustomed to the herd should step into 
the ring, put her arm around the cow's neck, giving her the 
last petting, while the auctioneer makes his descriptive talk. 
All cows that go into a sale ring that are giving milk and are 
sold for dairy purposes, should have their udders shaved and 
washed clean. In fact, the whole cow should come in as clean 
as a ribbon and in her best clothes. 

^ -vV l!V ^ -w- 

A SALE OF REAL DAIRY COWS 

The Holsteins — the Black and White — Opening Talk 

and Sale 

Ladies and Gentlemen: 

There is more significance attached to the opening 
of this remarkable sale than you might at first im- 
agine. 

In the first place, to see this great turnout of the 
representative dairy people from all parts of this 
territory signifies to me that we are keeping pace 
with all modern civilization, and while it is true that 
a great many of this generation are drifting into the 
cities and towns of the country, it is also true that 
our sanitary dairies and modern conveniences are 
bringing the dairy business to a very high standard, 
so we can furnish them the richest cream and butter 
fat from our tuberculin tested cows that was ever 
known; so they can enjoy their ice cream and sher- 
bet and malted milks and milk shakes galore, which 
is proving to the world that prohibition will be a joy 
forever. 

In the second place, this offering of registered 
and extra fine milkers represents a high degree of 
individuality and production, many of them closely 
related to the top-notchers in the Holstein family. 



188 HIGH LIGHTS ON AUCTIONEERING 

With our automobiles and benzine wagons that 
bring the markets close to the door, we don't have to 
worry so much about transportation. What we 
should worry about is rich and heavy milkers, with 
rich individualities, so that the markets will demand 
their product, and a ready sale for their offspring. 

We certainly have a fine offering here today and 
we shall be very careful in describing them to you, 
so you can not be disappointed, in their breeding as 
well as in their production. If there is any informa- 
tion you may desire, do not hesitate to ask. We aim 
for this to be one of the most interesting sales you 
ever attended, on account of a satisfactory mode of 
operation. 

Now then, just a moment and we will give you 
the terms of this sale, and then we are off: Ten long 
months time, at ten per cent interest; three per cent 
discount for cash. Banl^able paper required. No 
stock to be removed until settled for. 

Now then, here comes a four year old registered 
Holstein cov/. Mr. Williams says she will give you 
six and one-half gallons per day, and if you give her 
plenty of good feed and care for her properly she will 
increase her production in the next three or four 
years. Her dam and grand dam were wonderful 
milkers. They have a right to great production when 
they belong to the Ormsby-Korndyke-Lad family. 
In another year or two this heifer will step some. 

Well, what do you think of this young, promising 
milker that starts out with six and one-half gallons 
of milk? What is she worth today? One hundred 
dollars I have. Going at one hundred, twenty-five, 
thirty-five, fifty, and going at one hundred fifty, one 
sixty, one seventy-five, eighty, ninety, two hundred 
I have. At two hundred. Now then, if you are anx- 
ious to get real Holsteins, here is a cow that is related 
to some of the best producers, and her whole life is 
before her. Tv/o hundred twenty-five I have, and 
now I have the fifty. At two hundred and fifty dol- 



HIGH LIGHTS ON AUCTIONEERING 189 

lars, sixty, seventy, eighty, ninety, ninety-five, three 
hundred. I hope you don't expect to own a high class 
Holstein for a song, do you? It can't be done. I 
have three hundred flat, and I'll sell her now. At 
three hundred dollars to Mr, Kennedy, who knows 
a good one when he sees her. Here comes another 
cow, a full sister to the one you bought, Mr. Kennedy. 
Mr. Williams says she will be fresh in thirty days. 
Look at that wonderful udder. A coming six year 
old cow, fully developed, right in her prime. She 
certainly carries every sign and mark of the great 
producing Holstein families. Mr. Williams says she 
is good and strong for seven gallons of milk when 
fresh. How much am I offered for her. Mr. Ken- 
nedy says two hundred dollars. I thank you. At 
two hundred, now twenty-five, thirty, forty, seventy- 
five. Come on! Come on! Two seventy-five I have, 
yes, I have the three hundred. What do you say, 
Mr. Kennedy? You will have to come alive Mr. 
Kennedy, if you get this high class dairy cow ! Think 
of seven gallons of milk at fifty cents per gallon, or 
$3.50 per day, or $105 for thirty days; that's kind 
of poor, isn't it? I guess you don't want her, do you? 
Three hundred and ten, fifteen, twenty, twenty-five, 
thirty, thirty-five, forty. Who will make it the fifty? 
Now I have the forty-five. At forty-five. Come on 
Mr. Kennedy, you bought her sister. She's a daisy, 
and you can't afford to miss her. Why not have a 
pair of the best? 

How much milk do you want? Can you use 
seven gallons more? Fair warning and down she 
goes, and I got the $50. Hurrah for Mr. Kennedy. 
Say, man, make it the seventy-five over there. He 
says no, and sold to Mr. Kennedy for $350. Thank 
you. You sure got a pair of good ones. 

Here comes another good one. Mr. Williams 
says she's an aristocrat. She surely shows a wonder- 
ful individuality. Listen, did you hear what Wil- 
liams said just now about her breeding? Close re- 



190 HIGH LIGHTS ON AUCTIONEERING 

lation to the Sadie- Vale-King family. He says she 
not only inherits the forty-pound breeding from her 
sire, but also through her dam. Her age is coming 
five, and fresh in twenty days. Here is a walking 
dairy. Gentlemen, look her over. Do you think 
there would be any danger of her drowning her calf? 

You dairy men, how does she look to you? This 
man says she looks like $250 to him. At two fifty, 
who'll make it the three? At $250 for a real dairy 
cow, and if properly bred her offspring is in demand 
everywhere. Mr. Williams says he will give the 
buyer $75 for her calf if it's a heifer, and $50 if it's a 
male. I guess that will help some. At $250, who will 
make it three. $250 for a real dairy cow that inherits 
the wonderful producing qualities that are character- 
istic of these aristocratic Holsteins. $275, I thank 
you. Eighty, ninety, three hundred in several places. 
Thank you. I have the $325. The man says $300. 
Say, my friend, you just arrived. I am going up, not 
down. I have $325. Forty he says. You look her 
over carefully and you may raise your own bid, just 
to save time. $340 is the last bid. Going at $340. 
Bring in another cow, I want to sell her today. Now 
I have the fifty. Going at fifty, at fifty, and sold for 
$350. No, you are too late, my friend, she's sold. 

You thought this was a county fair, and they 
were on exhibition. No, no. It's an auction sale, 
and this is sale day. 

Look out! Look out! Here comes a Honolulu, 
a two year old heifer, beautifully marked for a Hol- 
stein. She carries her dairy sign with her, and is 
ready to promise you a great dairy cow if you treat 
her right. Mrs. Williams says if they were not mov- 
ing away and going out of the dairy business and 
disposing of this wonderful herd of milkers this choice 
heifer would never see the sale ring today. But there 
is no reserve, and every animal in this noted dairy 
herd sells to the highest bidder, and Mrs. Williams 
says help yourself to these good ones. 

I would like to mention again that these Hoi- 



HIGH LIGHTS ON AUCTIONEERING 191 

steins are all tuberculin tested and registered. This 
heifer has some of the choicest strains to her credit. 
She traces to King-Segis-Pontiac Count, the marvel 
of all sires, whose daughetrs have broken world rec- 
ords galore. She is a sample of the kind of animal 
to build a herd with. 

How much am I offered for this great show heifer, 
a long two year old, due to calve in ninety days? She 
will be a three year old about the time she comes 
fresh. One hundred fifty dollars to start this great 
promising cow. Who will say two hundred? At 
one hundred fifty. Now I have the sixty, seventy, 
eighty, ninety. Come on, come on! Two hundred I 
have. Going at two hundred. At two, at two. Who 
will make it the twenty-five? Do you ever think? 
Men spend a lifetime in developing real dairy cows 
that will bring the revenue and supply the markets 
of the world, and here is one for certain. Two ten I 
have. Now I have twenty, and thirty, forty over 
here. Surely, that won't buy her. He says three 
hundred. Well, I don't blame you. Who will make 
it the fifty. Three hundred five, ten, fifteen, twenty, 
twenty-five, make it the thirty, make it thirty. Yes, 
he says he'll give me thirty, forty, forty-five, and the 
fifty. Going at $350. Who will make it seventy-five? 
Sixty I have, sixty-five, seventy, now I have the sev- 
enty-five. Take her out! Take her out. Bring in 
another cow. Eighty I have. You barely got in. At 
eighty, ninety, ninety-five. Are you all done? Sold 
for $395. Yes, I heard you, but you was too late. 
That's the time you lost, but I want to sell her before 
she comes fresh on my hands. 

Now then, ladies and gentlemen, you have looked 
this herd of wonderful milkers over carefully. You 
examined them and even milked them, and you have 
seen their registered pedigrees, and, more than that, 
you know Mr. Williams will give you a clean deal, 
and with great pleasure I will guarantee that every- 
thing must be as represented. If you desire any in- 



192 HIGH LIGHTS ON AUCTIONEERING 

formation at any time, we surely will be at your serv- 
ice. 

Look! Look! Here comes another bred in the 
purple, six years old, giving seven gallons of strained 
milk now. What is she worth on suspicion? Two 
hundred dollars the man says. At two hundred, at 
two, two ten, fifteen, twenty, two hundred fifty. Sure! 
What's the matter with you fellows, anyway? Don't 
bid any more than you want to, but what's the use of 
fussing around on this dollar bid business? Tell us 
what she's worth, and take her home. At two fifty. 
Going at two fifty, at two fifty, sixty, seventy, seven- 
ty-five, eighty, ninety, three hundred, at three ten, 
fifteen, twenty, twenty-five, thirty, forty, forty-five, 
fifty, yes three fifty, at three hundred and fifty dol- 
lars itor this strong milker. $350, and sold to this real 
dairy man. 

Well, well! Here comes a pair of twin heifers, 
a perfect picture of high class Holsteins, yearlings, 
he says they are eighteen months old, and related to 
the best strains. Some one will get a pair of good 
ones, for I am going to sell them together. Here is 
some more of your King-Segis-Pontiac Count stock. 
Blood tells, and we surely have a pair of promising 
heifers in this offering. If a man could have a yard 
full of such individuals he would not be very far off 
from a wonderful dairy herd. I can't understand 
why people waste their money with dunghills when 
these prize winners will make you money at any price. 

How much am I offered per head. I sell the 
two together. Fifty dollars, fifty-five, sixty, seventy- 
five, eighty, ninety. At ninety, who will make it the 
hundred? Ninety-five, now I have the hundred. At 
one hundred, at one hundred. At one, who will make 
the twenty-five? One five I have. Make it the ten.. 
Make it the ten. 1 have the ten, fifteen, twenty-five, 
thirty, thirty-five. Who will make it the forty? At 
$135. Say, you won't have to wait long until those 
heifers are two high class dairy cows. See what 




MUTUAL MODEL VALE 

Of the King-Korndyke-Sadie Vale Family; four years old under test 

making twenty-five pounds butter fat per week. Owned by 

J. M. Kennedy, Dairvman, El Reno, Okla. 







JESSIE FOBES BESSIE. HOMESTEAD 
Belongs to a great family of milkers 



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HIGH LIGHTS ON AUCTIONEERING 193 

these cows have been selling for! Can you find a 
better investment? 

I am offered $135 per head for this pair of coming 
milkers, and I'll sell them now. $135, forty, forty- 
five, fifty. Now give me the sixty. Are you through 
at $160? and sold for $160 a head flat or $320 for 
the pair. You surely picked up a bargain that will 
be a joy forever. 

See him coming in ! He's a proud rascal. A two 
year old male, good enough to head a high class herd. 
He's a great grandson of Ormsby-Korndyke Lad. 
Good enough for any herd. If I was giving that ani- 
mal a name I would call him ''Good Enough." 

Straight as a line, more white than black, an ex- 
tremicly choice individual. He is surely related to the 
big ones. What is he worth to your herd? I have 
$150 to start him.. At one fifty, at one fifty, going 
at one fifty. Now I have the sixty, seventy, eighty, 
ninety, two hundred, two ten, twenty, thirty. Who 
will make it the fifty? Don't forget that he comes 
from real producers on the sire and dam sides. Two 
forty. Now I have the fifty. $250 is the last bid. 
Going at $250, and sold to Tom Ellison for $250. 

In this sale of Kolsteins and in this write-up the writer 
sells cows, heifers, and one male, which we think will give 
the reader a perfect idea of a real sale. As in every other public 
auction sale of live stock, the auctioneer should always insist 
on tlie proprietor preparing a sale ring, at least 24 feet in 
diameter, so there will be no difficulty in handling the stock 
and the crowd. It is very important, and especially at 
thoroughbred sales, to keep the crowd back and the sale ring 
so arranged that the audience can see the offerings at every 
angle. 



194 HIGH LIGHTS ON AUCTIONEERING 

AUCTION SALE OF ABERDEEN- ANGUS CAT- 
TLE—THE BLACK ONES 

Ladies and Gentlemen: 

It might be well for me to give you a brief history 
of the Aberdeen- Angus cattle before I shall sell this 
magnificent herd to you^ for many reasons. I shall 
mention a few of them now. 

First, the wonderful progress of the breed. Do 
you know that the Polled Cattle Society have just 
completed their forty-second year, and during that 
time have made the most extraordinary spread in the 
country? While I am not going back into the past 
and recapitulate the story of the evolution of the 
breed, for this has been done in various forms again 
and again, but you must know that the life of the 
breed, as it is officially marked, reaches to no distant 
date, according to the reckoning by which such dates 
must be judged, and when we take into consideration 
the short history of this breed and the many wonder- 
ful herds in the Dominion of Canada, Australia, New 
Zealand, United States, South Africa, v/here they may 
be found grazing, proving without question as they 
press on and on, to the prominent position of the 
greatest beef producing race of cattle in the world. 

If the true function of cattle were to produce beef 
of the finest quality, then the Aberdeen- Angus takes 
the first prize. While in this sale I shall treat the 
most of this herd of beautiful black ones as pure bred 
Aberdeen- Angus cattle with all the credit due them, 
yet I would do them an injustice if I fail to tell you 
that a cross of the Aberdeen with other good cattle 
make some of the best feeders in the world, and more 
than please the butcher at the block. 

Let me give you a table that I found in a little 
book regarding Aberdeen-Angus cattle, that was pub- 
lished about seventeen years ago by James A. Bar- 
clay, the great Aberdeen-Angus man of Scotland. 



HIGH LIGHTS ON AUCTIONEERING 195 

Per cent 

Carcass 

to Gross 

Live Dead Live 

Breed Name Weight Weight Weight 

Aberdeen-Angus Brunhide 1,806 1,288 71.32 

Aberdeen-Angus Layia 1,805 1,258 69.14 

Cross Miss Charles 2,119 1,462 68.99 

Shorthorn Jewel 1,754 1,194 68.07 

No doubt this descriptive talk might not be so 
interesting to the few who are familiar with all the 
history of the black ones, but I am careful to make it 
plain to you that the remarkable growth of this won- 
derful breed in the United States and Canada has 
more significance attached to their increase than you 
might at first imagine. Do you know that about forty 
years ago there was not one of these animals in Amer- 
ica? Today there are thousands of breeders. Do 
you know that no breed has grown so popular in the 
recent years as the Angus? which is due largely to the 
fact that they produce champion steers of the best 
type and quality. 

Let me give you one: Black Prince, a steer that 
was shipped to Chicago in 1883, to open the eyes of 
the prejudiced, Vv^eighed 2,300 pounds after he had 
been transported to this country and undergoing a 
long period of quarantine, and with such individuality 
that he carried off the grand sweepstakes at Kansas 
City and Chicago stock shows. Since that time, thir- 
ty-nine years ago, we have produced grand champions 
in the Angus family galore. 

We trust you wdll appreciate this remarkable 
offering of good ones today, take them home, produce 
more prize winners, and we will rejoice with you 
when you carry off the blue ribbons. Will you do it? 
Well, let's do it now. 

When fine individuals like the Angus described in this 
sale, are properly displayed and taken care of, you are cer- 
tainly entitled to a very successful sale. The words used in 
conducting this sale, and the system, are good enough for any 



196 HIGH LIGHTS ON AUCTIONEERING 

Angus sale, anywhere. If the reader who may be learning 
the auction profession is not familiar with the breeding of 
the herd, he should secure a catalog from the proprietor as 
soon as possible, and familiarize him^self with the breeding. 
At the same time read the catalog over again and again at 
home, so that when the animal comes into the ring for sale the 
auctioneer will call attention of the audience to the number 
in the catalog, and while they are looking it over carefully, 
he will read it to them without embarrassment. 

The proprietor should be instructed to lead a real good one 
into the sale ring without delay, a two year old heifer or choice 
cow, holding her head high, as though she was entering a show 
ring. Then it would be well to bring in the bull, the head of 
the herd, and tell how she has been bred. Often the head of 
the herd is brought in first, so that the auctioneer can easily 
make it plain about the breeding. 

Auctioneer gives terms as follows: 

Each and every animal in this offering is guaran- 
teed a breeder and to successfully pass a 90-day tu- 
bercular retest, after the sale. These herds are under 
Federal sanitary supervision and are free from dis- 
ease. Five per cent discount from purchase price for 
cash settlement. Six months time at 8 per cent inter- 
est from date. 

Now then, ladies and gentlemen, we have a per- 
fect picture of an Angus cow in the sale ring. How 
could I describe anything better than she describes it 
with her individuality? I have tried my best to make 
it plain without any flattering. Isn't she a daisy? 

Mr. Phillips says she is four years old and safe in 
calf by Enlate 209477. Enlate stands at the head 
of a great herd. The sire of this cow is Blue- 
blood 2nd, of Quietdale. She belongs to real 
show cattle in the Angus family. No wonder she 
looks so proud. I wonder who will be the lucky one 
to take her home? 

How much am I offered for this real peach of the 
Angus family? I have $100. At $100, who can ap- 
preciate this show cow enough to say $200? At $100, 
$125, 1 thank you. $125, now the $200. No, he says 



HIGH LIGHTS ON AUCTIONEERING 197 

fifty. $1 50 I have, seventy-five over here, at seventy- 
five. Why don't you say two hundred? Skiventy- 
five, going at skiventy-five, eighty, ninety, at ninety. 
Going at ninety. Bring in another. At ninety, at 
ninety. Sold for $190. Take her out, take her out! 

Say, man, see what's coming! Smooth as an eel, 
black as a coal. See what an udder she has. I have 
not said a word about the dairy business, but you 
can't keep quiet when they carry their sign with them. 
Bring me a bucket of whitewash, I'll make the Hol- 
stein ashamed of herself. 

No, no, you can't bring any whitewash here. She's 
got them beat now in a hundred places. A four year 
old, bred to Enlate, the wonderful show bull, due to 
calve in sixty days, a walking dairy. I'll sell her in 
a minute. One hundred fifty, sixty, seventy, tv/o 
hundred. Going at two hundred. At two hundred, 
two ten. Bring in another one, please. Don't keep 
me waiting. Take her out, take her out! Two twen- 
ty-five. Take her out! Two twenty-seven fifty, I 
thank you. Where will you get a better one? Two 
thirty, forty, fifty, sixty. Going at sixty. Sold for 
$260. No, you are too late. I sold her. 

Say, man, see what's coming now. Another cow. 
She must be a full sister to the $260 cow. Listen to 
Mr. Phillips. Five years old, he says, fresh in ninety 
days. She is a full sister to the first cow we sold, an- 
other great individual. The man who buys these An- 
gus cattle steps right into the Aberdeen-Angus cat- 
tle business now. More than that, he has real show 
cattle to begin with, of the best blood lines in the 
business. 

How quick can you take her away? One hundred 
fifty, sixty, seventy, eighty, two hundred. Going at 
$200. Will you make it the fifty? At $200, and sold 
for $200. No, you are too late. I said sold. Take 
her out. Bring in another. Come on, come on! Ail 
right. Here she comes. Oh, he's bringing in three. 
That's right. I don't care if you bring them all in. 



198 HIGH LIGHTS ON AUCTIONEEBING 

and I'll sell them as high as I can, and you fellows 
steal them if you can. 

Here we have three coming three year old heifers, 
all bred to this extra choice male that heads the herd. 
Surely this will be a great start for a man who expects 
to build up a high class herd. When these heifers 
that are bred in the purple, with their wonderful indi- 
viduality, drop their calves, all you have to do is to 
take good care of them and they will take care of you. 

Well, I have said enough to write this beautiful 
trio indelibly on your minds, and am proud to say I 
have not misrepresented them. 

How much a head for the beauties? One hundred 
dollars I have. What on earth do you suppose they 
would sell for today with calves at foot, sired by this 
great show bull? Well, buy them as cheap as you 
can. One twenty-five, thirty, forty, fifty. I have 
$150. Going at $150. Now I have the seventy-five. 
I thank you. I am sure you appreciate this picture, 
good enough for any farm journal in the world. At 
$175, going at $175. Now I have the eighty, 
ninety. Who will say the two hundred? One ninety, 
ninety-five. Yes I have the $200. That's really $600 
for six head of cattle. 

If the calves all come in due time, all O. K. then 
it will just be $100 per head. At $200, can't you 
make it the twenty-five? No he says he'll make it 
the five. $205 going, and sold to Tom Ellinson. All 
right, Tom. I thank you. They sure got a good 
home. Take them out, take them out! Come on, 
come on with your black ones ! 

It certainly won't storm, but look at that black 
cloud that's coming! He says thirty long yearling 
heifers. Isn't that a wonderful picture? They are 
high grades, not eligible to registration, but they 
look it just the same. Surely that is a smooth bunch. 
The man who will buy these thirty Angus heifers, 
and then not be stingy in buying a good male, will be 
in the cattle business for sure. 



HIGH LIGHTS ON AUCTIONEERING 199 

Well, I sell the whole bunch today. How much 
am I offered per head? Twenty-five dollars I have. 
Well, I hope so. Twenty-five, who will make it the 
thirty? Thirty I have. Thirty-five, thirty-six, seven, 
eight, nine, forty dollars. Yes, I have the forty. Who 
will make it the fifty? Forty-one, forty- two, forty- 
three, forty-four, forty-five. Yes, I have the forty- 
five. Make it the fifty. Make it the fifty. Forty- 
six, forty-seven, fifty dollars at last. Tell me what 
these cattle are worth so I can sell them. At fifty, 
going at fifty, and sold to John Petre for $50 per 
head or $1,500. Get these cattle out. 

Come on, come on. Bring in another mess of 
black ones ! Ten six year old cows, high grades, and 
all bred to this herd bull. If you can find a smoother 
bunch than this ten in the sale now, you wdll surely 
have to go som^e. Well, it's the same old story. Sell 
them, he says. All right. How much per head for 
the ten bred cows. Remember they are bred to one 
of the best bulls in the country, and you can see this 
great bunch of cows, and you know what you can ex- 
pect in the coming crop of calves. Well, they're for 
sale. Let's go. Hov/ much per head for the bunch? 

Fifty dollars is the first bid. Going at fifty, who 
will say $100? Sixty I have. Going at sixty. Seven- 
ty-five, who will make it the hundred? Eighty dol- 
lars, eighty-five, eighty-six, ninety dollars. Ninety- 
five. Will you m.ake it the hundred? Ninety-six, 
ninety-seven, one hundred. Sure. Why didn't you 
say it right off the reel? 

You parties who don't want to pay a fancy price 
for registered stock, why don't you get in on this high 
grade bunch, that shov/ just as good individuality as 
registered stock, and bred to this registered male, you 
have a right to expect a wonderful crop of calves from 
these tried cows. These cows are six years old, and 
I have only one hundred dollars per head, and he 
says sell them. $105, thank you. $110, $115, $120, 
$125, $125. Come on, come on! Let's sell them 



200 HIGH LIGHTS ON AUCTIONEERING 

today. SI 2 5, will you make it the fifty? Will you 
make it the fifty? Will you make it the fifty? Sold 
for $125 per head, or $1250 for the bunch/ 

Look at her, coming in with her big baby! Say, 
Mr. Phillips, you surely must have had her hid away. 

Ladies and gentlemen, how could you expect to 
see anything more attractive than this five year old 
registered Aberdeen- Angus cow with her calf at foot? 
This is surely the climax of this sale. I don't know 
what else Mr. Phillips has up his sleeve as an attrac- 
tion in this sale, but this registered cow and calf are 
a wonderful offering, and Mr. Phillips says sell them. 
This cow is a daughter of Prince Marshall, grand 
champion at Chicago in 1921. This heifer calf is a 
daughter of the head of this herd, and again he says 
sell them. 

Well, how much for the cow and calf. $200 I 
have. You are sure buying something now. $200 is 
bid on this wonderful show cow. At $200, S225. 
$250, $275, $300. Well I hope so. At $300. Who 
will make it $400? $310, $325, thirty, forty, fifty. 
Going at $350. Are you all through at $350? Going 
at $350, $375, eighty, ninety, $400. At $400. The 
last call at $400, and sold for $400 to John Watson. 

With reference to this sale of forty-eight head of cattle, 
which brought, in round numbers, S4225, you v/ill notice that 
I sold the entire herd from an argumentative standpoint. Any 
one can call bids, but that does not create an interest sufficient 
to secure the high dollar and please the seller as well as the 
buyer with a clean deal all the way through. Take all the 
time you need in describing a fine herd. Be sure you have the 
undivided attention of your audience. Be sure the man you 
sell for understands your needs thoroughly and will be prompt 
in bringing the cattle into the sale ring. Your speed should be 
in the selling. The buyers will appreciate it more than you. 

A high grade or thoroughbred stock sale differs from any 
other sale. Alm^ost every farmer fancies fine stock, and will 
buy some sooner or later. You must become an authority on 
what you sell. Always keep in the confidence of the people. 

This is a real Angus sale, good enough for any place, and 



HIGH LIGHTS ON AUCTIONEERING 201 

if made right will get the money. In an important sale like 
this the auctioneer must keep the minds of his audience on the 
kind of cattle he is selling, for there is still considerable preju- 
dice against the Angus cattle. This can be done by continu- 
ally dropping a word during the sale on their growth in popu- 
larity. They are great feeders, great rustlers, and produce the 
finest quality of beef. Move them rapidly in the sale ring so 
that there is a good one in sight all the time, if possible. 

All sales are m^ore satisfactory when selling fine individuals, 
if they are led into the sale ring. In many sales this can not 
be done. Then the greatest care should be taken that the 
stock do not get excited. This can be prevented usually by 
having a good, enclosed sale ring to keep every one out except 
those who handle the stock. 

After a sale comes alive and everything is moving in har- 
m.ony, and stock selling rapidly and satisfactorily, don't change 
tactics or auctioneer. Keep stock coming in rapidly and v/hen 
sold hurry them out. It holds buyers to the finish. 

^ ^ ik ^ ^ 



A SUGGESTIVE AUCTION COURSE FOR 
LADIES 

There is no question in my mind with reference 
to women being high class auctioneers, in Knes to 
which they are adapted, as follows: Dry goods, la- 
dies' furnishings, and millinery. No doubt at first 
thought, to many ladies it would seem rather unique. 
That is just what I like about it, and the lady who 
could fill the bill could carry her sales by storm. 

First class dry goods men are alv/ays looking for 
an attraction in special sales. The same is true in all 
the ladies' furnishing departments, as well as in the 
millinery stores. 

The writer has had abundance of practical expe- 
rience in these departments, and knows that with the 
proper personality, and a liking for the auction busi- 
ness, and executive ability, after she has learned the 
profession, to step into a store and dictate the ar- 
rangements preparatory to an auction she would be 



202 HIGH LIGHTS ON AUCTIONEERING 

a success, and would be in demand constantly at 
better wages than she could earn at nearly anything 
else. At the same tim.e she could be her own boss and 
would have a business of her own; always selling on 
a guarantee of $25 per day, or more, and a per cent 
above a certain minimum that she v/ould contract 
when securing the sale, besides all transportation and 
other expenses. 

Again, there is never any question about the price 
or fee of an auctioneer. The only question is, Can 
he or she deliver the goods? 

In my town site sales I finally established a price 
of $100 per day, and all transportation and necessary 
expenses for the trip until I reached hom.e again. I 
do not remember of any one ever protesting about 
the price, but I delivered the goods. From the time 
I was employed I began to get all the information pos- 
sible with reference to the sale. Many times I would 
write a special talk and memorize it and practice it 
over and over again, and when the sale day came I 
was all prepared and the sale was a success. 

Again, it is just as true among women as it is 
among men, that auctioneers are born, and I rather 
believe the percentage is much smaller among women. 
But there are quite a num_ber who are slaves to the 
jobs they are now engaged in, and will not be able 
to last long physically, v/ho I know would make 
whirlwind auctioneers, if it should appeal to them, in 
the lines that I have m.entioned. 

While an auctioneer must work hard and fast 
while engaged in a sale, yet the hours are not long, 
and the lines I have m.entioned are considered the 
most profitable for a first class auctioneer, consider- 
ing the amount of capital invested, that you can find. 

For illustration. Miss Mary William_s, a young 
lady of twenty-two years, has taken an auction course 
from what she has learned since she has become inter- 
ested in the profession of auctioneering, she has stud- 
ied in detail the different auction sales in this book, 



HIGH LIGHTS ON AUCTIONEERING 203 

and while she does not expect to sell real estate or 
live stock, she has gleaned much knowledge in the 
way of advertising, in opening sales, in entertaining 
and interesting her audience, in calling bids. She has 
learned that her audience will be just as much inter- 
ested as she is, and that if she would make her sale a 
success she must put her whole self into it. She has 
memorized quite a number of the opening talks for 
dry goods sales, she has practiced them many times, 
she has learned the descriptive talks in making her 
audience familiar with the offerings that she expects 
to dispose of at her first sale. 

In her first communication, in soliciting the sale, 
she informed the merchant for whom she is about to 
sell that she is a live wire, and business would pick 
up from the time she appeared on the auction block. 
She instructed him to advertise her coming as Madam 
M. Williams, the noted wom.an auctioneer, but not 
the fastest talker in the world, that when she doesn't 
talk she makes signs, so that everybody can under- 
stand her afar off. The Madam is noted for her 
speed and entertaining qualities during her entire 
auction sale, not a dull moment while Madam Wil- 
liams is in operation. 

Now the deal is made, the date is fixed, and it is 
up to Miss Mary to make good. The people are talk- 
ing all over the com^munity about the live wire woman 
auctioneer. Madam M. Williams, who is not the fast- 
est talker in the world, but who makes signs. Every- 
body will be sure to come. 

The day of the sale dawns, and Mary is up early 
to catch the train, anxious to get to the town where 
her first sale occurs. Two hours later she lands in 
the town where they are wondering and anxiously 
waiting to catch a glimpse of the first woman auc- 
tioneer. At ten o'clock Madam M. Williams arrived 
at her destination, and was agreeably surprised to 
find the merchant at the station with his Buick to 
take her to her first real battle ground. Many people 



204 HIGH LIGHTS ON AUCTIONEERING 

were at the station, and up to this time the auction- 
eer held her equiUbrium and was very much pleased 
to see the Buick there to finish her journey to the 
auction sale that will occur three hours later. 

On her way to the store the merchant informed 
the Madam that the town was packed with people, 
and that she might expect a packed house at the af- 
ternoon auction sale. 

''Now/' said the merchant, 'Sve have em.ployed 
you because we believe you understand your business, 
and when we get to the store, we v/ant you to con- 
sider yourself at home and all my force of clerks and 
other workers will be at your service to furnish and 
arrange everything as you want it for the sale." 

The auctioneer thanked him and said in reply, ''I 
certainly appreciate your kindness, and am satisfied 
that with such help this will be a real profitable 
auction sale day. 

Madam M. Williams, the auctioneer, has arrived 
ready to give orders. She stepped up on an elevation 
where the proprietor's desk is located, about three 
feet above the floor, after she had an introduction to 
all the clerks and those who would assist in the after- 
noon sale. Then she began in rapid fire order: 

''What is the length of this room?" 

"One hundred feet." 

"Are these counters nailed to the floor?" 

"No." 

"Does this room run east and west?" 

"Yes." 

"Do you expect to sell this entire stock at auc- 
tion, or are you just having a special sale to raise a 
certain amount of money?" 

"Special sale." 

"Do you intend having auction sales in the even- 
ing?" 

"Yes." 

"Your desk is on the south side of the room. 



HIGH LIGHTS ON AUCTIONEERING 205 

That is good, for I will sell from this side so we can 
have the light in the face of the crowd. 

"Now, you know just what patterns of dress goods 
you wish to sell, Mr. Doebler. Have the lady clerks 
cut them up into dress patterns and stack them all 
on one counter. They should be ten yards, more or 
less, according to the width of the goods. 

"Mr. Doebler, you must put in quite a few of real 
good ones so no one can say we are only selling the 
cheap ones. Cut the outing flannels in ten yard pat- 
terns. Muslin in twenty yard pieces. If the bolt 
goods are measured you may lay out quite a few bolts. 
All patterns must have tickets on them giving the 
exact number of yards. Give me your cost mark so 
I can know when to let go. 

"Show m.e your cheap, medium, and high priced 
underwear. Leave your selling and cost prices on. 
They are all right. What is the length of these 
counters?" 

"Eighteen feet." 

"Then two counters pushed together would be 
thirty-six feet," she said. Now she called the young 
men and told them to slide the first counter east to 
within two feet of the window, leaving an opening 
to get out and in during the sale. 

"Now move the next counter up against the first, 
That makes thirty-eight feet back from the door, 
just exactly where I expect to sell from, when I am 
not walking on the counter. 

"Now I want the next counter placed within three 
feet of these counters, where I want my stand built. 
This platform must be two and one-half feet high, 
so that I will have only a small step from platform to 
counter. Let it project up flush with the front of 
the counter and far enough back so I will have plenty 
of room to maneuver during the auction sale. 

"Then I'll show you how I want my small stand 
arranged." The Madam steps on her selHng stand 
after it has been placed between the counters, two 



206 HIGH LIGHTS ON AUCTIONEERING 

and one-half feet high. ''I am just five feet and four 
inches tall. That puts me seven feet and ten inches 
above the floor, almost eight feet. Just exactly right 
for me to feel at home when the fur begins to fly. 

^'Now I want the front of my platform built up, 
shoe boxes will do if you can find them. Put them on 
their sides with the open sides toward me so I can 
fill them with goods. 

''That just suits me, six feet and two inches from 
the floor to the top of my selling stand. 

"At the end of this counter on my left must be an 
opening that can be closed or opened when necessary. 
This could be done by placing a box of the right 
height in the space." 

The Madam calls Mr. Doebler's attention to the 
handling of the money and the crowd as follows: 

'Tn order that I may sell very rapidly and there 
be no confusion or delay in the disposition of the 
goods and the collections, I request that under no 
circumstances will there be any goods sold at retail 
during the auction sale, and that no one be allowed 
behind the counter except those who are employed 
there. 

''Mr. Doebler will be the cashier and will be as- 
sisted by a secretary who writes down the articles 
sold and the price, checking them off as the money 
comes in. The secretary will be seated near the 
cashier. All bills and checks must come direct to the 
cashier for indorsement." 

The doors are kept closed, and must be so until 
one o'clock sharp. All these instructions are given 
loudly, so that all concerned in the house can hear 
and understand them. The counters and everything 
are arranged as instructed by the Madam. In front 
of the counters for several feet boards are arranged 
for seats. On the inside are boxes arranged to hold 
goods that will be ready for the auction sale that will 
break loose a little later. 

All the boards and boxes are covered with flashy 



HIGH LIGHTS ON AUCTIONEERING 207 

blankets, covering up the rough places and giving 
the whole scene a rich appearance and blending har- 
moniously with the goods on the shelves. The auc- 
tioneer's stand is covered with a red blanket, the color 
that is always a signal of an auction sale. The Mad- 
am now places on her attractive stand her spring bell, 
which v/ill be heard many times during the afternoon. 

Now the Madam asked the proprietor to see that 
the goods be placed in their proper order in the differ- 
ent boxes, and all notions such as handkerchiefs, 
towels, lace curtains, napkins, ribbons, etc., in the 
boxes that are located near her stand. Then the 
Madam cautioned the proprietor to cover up and 
protect all goods that are exposed to the audience 
except the goods on the shelves on the south side of 
the house. 

It is now about twelve o'clock, and this woman 
auctioneer has proved herself a whirlv/ind in efficiency 
in executive ability in transforming a high class dry 
goods store into a modern auction house with a splen- 
did effect with the colored blankets properly arranged 
so that they harmonize with the decorations of the 
store, all in less than two hours. 

Now the Madam steps down off her platform into 
the middle of the room that had been cleared of show 
cases, tables, stands, counters, and other fixtures, 
w^here about two hundred chairs were arranged. Then 
the Madam turned to Mr. Doebler and said in part, 
^'I want to thank you and your splendid workers. 
Each and all have done all they could do in the short 
space of time, and no one could do it better. There 
are other instructions I will give in my opening talk. 
It surely looks good to me. Again I thank you. We 
will go to dinner now." 

The town was full of people, the sidewalks were 
crowded, and almost every one had a word to say 
about the woman auctioneer. More than that, they 
were all going to the sale. 

Madam M. Williams was dining with the Doebler 



208 HIGH LIGHTS ON AUCTIONEERING 

family. This was a great pleasure; it gave a rest 
from the gazers. However, she was holding up in 
fine condition, considering that this was her first real 
auction sale of any importance. 

One thing could well be said here : everything was 
in extra fine condition — a splendid man to sell for, 
and a great team of helpers. More than that, it was 
a beautiful day, and a great crowd was waiting for 
the first tap of the bell. (The writer of this sale is 
almost as much enthused over the Madam's sale as 
though it was a reality, for he has seen many just 
like it.) 

After the dinner hour the Madam was cordially 
invited to feel at home and take advantage of all the 
facilities of the modern home. 

Madam Williams was not a fool in dress. She 
wore her dress long enough and large enough, covering 
enough of her body to command the greatest respect 
of every one she met. She had light brown hair and 
did it up neatly and plainly. She had a horror of 
these new modern hair fixers. She described two 
styles of hair cuts, the large bushy one she called 
Sodom and Gomorrah, the other a bob-cat hair cut. 
As a whole she dressed as neatly as a ribbon, with 
low heel shoes, she moved like one who had a real 
mission on earth. 

Honk, honk, honk! The Buick was waiting at 
the door, and the Madam was ready. In a few mo- 
ments they were in sight of the nev/ auction house, 
and to their astonishment they saw the sidewalk and 
the street crowded with people. Then the problem 
came, ''What will we do with them? The house won't 
hold them, and the town is full of people." 

Here again the Madam came to the front with 
her tact and managerial ability. She solved the prob- 
lem immediately. It was just ten minutes to one 
when they reached the door. She stepped back into 
the Buick, and held up her hand for a moment. Then 
she had recognition and with a clear contralto voice 




1-1 

O ?^ 

o ^- 

< ^ 

o . 



HIGH LIGHTS ON AUCTIONEERING 209 

she spoke out: '^Ladies and gentlemen, it is ten min- 
utes of one o'clock. This sale begins at one o'clock. 
The doors will open in a few minutes. There are 200 
chairs waiting for the ladies. You are all welcome." 

The Madam stepped down and a moment later 
Mr. Doebler, his auctioneer and clerks, were all on 
the inside and the door was locked. A few moments 
more and the restless crowd would pack the house, 
and the responsibility of a real high class auction sale 
would be up to Madam M. Williams. 

The Madam, after looking the room over carefully 
steps up to her place. Then she begins, ''Mr. Doeb- 
ler, are you sure you have plenty of small change?" 

"Yes," was the reply. 

''Now then, I want one clerk to wait on me, and if 
you will come up here I will post you now. My pro- 
gram is already made out, on cards, two of each. 
When I hand you one I have a duplicate card, so we 
will soon understand each other. 

The three lady clerks will work back of the coun- 
ter. The four gentlemen will be located out in the 
middle of the floor, an equal distance from each oth- 
er. When I sell an article I will throw it to the clerk 
nearest to the purchaser, it may be the lady back of 
the counter or the man out on the floor. Your business 
is to hold the article sold until you get the money. 

"Now the windows in the back of the building 
must be opened or raised in order to have as much 
fresh air as possible, the transom above the double 
doors in front must be raised high, and when the front 
doors are opened they must be opened clear back and 
fastened. A bucket of drinking water under the 
counter would be fine during a red-hot auction sale. 
Some one attend to that, please. Mr. Doebler says 
they will move the water cooler back of the counter. 
Now it is filled and ready." 

Madam suggests that the men clerks act as ush- 
ers during the first rush when the doors are opened, 
and see that the ladies and old people are seated. 



210 HIGH LIGHTS ON AUCTIONEERING 

Now everything is in readiness for a wild auction 
sale. 

As the writer is master of this drama, in portraying from 
actual experience in years gone by, he would just like to add 
here how he would put the capsheaf on preparatory to opdiing 
the front doors of this sale. 

I would excuse myself for a few minutes and then would 
go into a back room, if there was one, if not would find a seat 
and with bowed head I would talk to the King of Glory, my 
Father in heaven, as follows: 

Dear Father: You said ask for anything and it would be 
granted unto me. First, I want to thank you for the execu- 
tive ability, the physical power and wisdom in dictating and 
managing the preparations for this sale that will open in a few 
minutes. I thank you for the remarkable helpers and this 
man, Doebler, who has been so kind and thoughtful in enter- 
taining your humble servant from the moment of reaching the 
city to the present time. But nov/, Lord, the doors will open 
and the real responsibility will begin. Dear Lord, won't you 
give me wonderful physical power, vocabulary, lung power, 
wisdom, and the necessary qualifications to conduct a clean, 
fast, successful auction sale, that vdll be a financial help to Mr. 
Doebler, and a joy forever. I ask it all in Jesus' name. Amen. 

Madam M. Williams is at her place. Turning 
to Mr. Doebler, who has not even suggested anything 
in the way of conducting this sale, only that he had 
great confidence in her ability, and that they were all 
at her service, with a commxanding voice Madam 
said, "Open the doors. We are ready for the fray." 

To say that they were pouring into the store 
room pell-mell, women and children, men, boys, and 
girls, from all parts of the country, barely describes 
it. As soon as they would reach their respective 
places where they expected to sit or stand, they would 
let their gaze wander all over the room with a look of 
astonishment at the sudden change that had taken 
place like magic. 

The gentlemen out on the floor who were to act 
as ushers, aside from clerking and collecting, did their 
part well in locating the ladies and the older people 



HIGH LIGHTS ON AUCTIONEERING 211 

on the chairs. In less than five minutes the house 
was packed and the representative people of the town 
and about everybody else, was there. The Madam 
was watching every move, and has admitted many 
times since that she was quite a little nervous when 
she looked that great audience in the face, who were 
watching her and wondering when the woman auc- 
tioneer would begin. But she had learned her lesson 
well, and so far was master of the situation. 

Finally she stood straight like a soldier at atten- 
tion. Then she raised her right hand at an angle of 
45 degrees. Every one in that audience caught it 
immediately. Then she struck her bell with the left 
hand and spoke as follows to the gentlemen clerks 
out on the floor: 

"You will notice that those chairs are in sections 
and there are aisles between them. They must be 
opened and kept open during the entire sale. The 
gentlemen will see that they are cleared now. Again, 
I notice that a number of those chairs are moved to 
other parts of the room to suit the fancy of others. 
If you wish to sit on them place them where they be- 
long, and you are surely welcome to occupy them. 
That's fine, I thank you very much." 

Just then the Madam called her assistant to her, 
who had his cue with reference to handling the goods 
she would sell. A few words of quiet talk and in- 
structions to him, then she turned to her auction stand 
with all the dignity and personality of a star actor, 
and said in part: 

Ladies and Gentlemen: 

I understand full well that this sale will at first ap- 
peal to you as rather unique, because there is a wom- 
an at the helm, at this important auction of merchan- 
dise. I assure you it is a great pleasure and a guar- 
antee to me for a red-hot auction sale today when I 
look into so many faces of the representative people 
of this town and surrounding country. 



212 HIGH LIGHTS ON AUCTIONEERING 

You men have been singing the old song, ''Let the 
women do the work," about long enough, so I have 
come to your town to bring it to pass, and I assure 
you that from practical experience and v/hat I have 
learned since coming to your city nothing short of a 
successful auction sale would satisfy you, and to me 
it will be a joy forever more. 

In the first place, the man I am selling for is 18 
carats fine. He has always had the confidence of the 
people, and could you think for a moment that he 
would destroy it in this sale? No, no. You will never 
attend a cleaner sale, and when we say ten yards, 
that makes it so, because we said so. If we make a 
mistake we want to fix it now. We will give you the 
correct numbers of garments and shoes, so that you 
may know just what you are buying. Don't bid on 
them unless you want them,, for we take the liberty 
to sell many articles on the first bid. 

Remember that we will not exchange goods that 
we sell at auction, and the goods must be settled for 
with the nearest clerk immediately after the purchase. 

Should there be a tie, with two parties claiming 
the article sold, then they will be resold immediately. 
That will always settle the dispute, and it's the only 
satisfactory way. 

Remember, that all bills will be changed and the 
checks will be passed on by Mr. Doebler, who is lo- 
cated at the cash register, with his secretary who will 
keep tab of the amounts and the article sold. 

Just a word by way of explanation. Please, I 
would like to have the attention of the entire audi- 
ence. Now Madam has come alive and pointing to 
the shelves on her right she began. There is an 
extra fine line of linen and high class cotton goods, 
handkerchiefs, towels, table cloths, and all manner 
of spreads and imported Japanese table covers. 

In the next section you will notice dresses for 
misses and small women, running in sizes from 14 to 



HIGH LIGHTS ON AUCTIONEERING 213 

20 years, bust Z2 to 38. We will always give you 
exact bust numbers. 

In the next section you will find an extraordinary 
fine display of dresses for stout women. Here you 
will find the last word in style. The next is a clean 
millinery stock of midsummer fashions. 

The next section is a remarkable stock of petti- 
coats. There are just fifty of them, all embroidery 
trimmed. I shall sell them all in one run when I start 
on them, so you must watch that sale. 

Now comes the section of dress goods. We have 
hundreds of them cut oft' in full dress patterns, of all 
the patterns that you see on the shelves. 

Next, unbleached and bleached muslin, bleached 
and unbleached sheeting, pillow case muslin, bed- 
ticking, blue denim, white cambric, all kinds of shirt- 
ing. Then come the draperies and the gloves. Then 
the hosiery for men, women, girls, boys and small 
children. I don't blame you, Mr. Doebler, for hav- 
ing an auction sale. You will have to sell here for a 
week or two to have room to invoice. 

Then comes the underwear for the whole human 
family. Say, Mr. Doebler, the longer I look the more 
I find. The people are anxious for the sale to start 
and so am I. Now then. Jack, you are my right hand 
supporter. You must remember that a man is as old 
as he thinks he is, and a woman is as old as she looks, 
even if she is looking out of a paint shop. 

Jack hands me a bundle of men's hemstitched 
handkerchiefs. He says there are one-half dozen in 
the package, and seventeen inches square. 

The Madam is talking very rapidly, and tearing 
the first package open, throwing them all out into 
the crowd, where the clerks on the floor can get them. 
People are looking them over. Now she calls for the 
first bid, while holding one in her hand, showing size. 
Then she said. Now this is no cheap John store. Isn't 
that a fine, large handkerchief. How much apiece 
for the six? Ten cents, sold. I thank you. Here is 



214 HIGH LIGHTS ON AUCTIONEERING 

another package. Get these good ones while they last. 
Sold over here. This man takes one package. The 
boy takes two. Grandma wants two. Let's start a 
riot while everything is moving. There are a dozen 
hands up among the ladies and the packages are be- 
ginning to fly in that direction. The Madam is mov- 
ing around like an athlete, watching every move and 
especially the collections. As the sale quiets down 
for a moment the Madam begins to talk rapidly as 
follows : 

You will remember I said just a moment ago that 
this is no cheap John store. Listen to me. This man 
never did deal in cheap goods. Surely this is the place 
to lay in your stock. Look and see the size of these 
handkerchiefs. You don't seem to appreciate the 
fact that they are hemstitched. Here are the real 
goods, that will wash and launder in the finest con- 
dition. I'll give you just one more run for your mon- 
ey. I have just twenty packages that I'll sell in this 
run. Hands up, please. There are two, four, five, 
six, eight, ten. Throw out the other packages. Jack. 
Here they go and there they go. I can't help it. We 
are not putting out any more now. That's right. 
Jack, pile up the towels. 

Now then, ladies and gents, I am going to sell a 
very popular towel, eighteen by thirty-six inches. 
That's a yard long. How long do you want them. 
These are bleached white cotton Turkish towels. 
How much for the first pair? Twenty-five cents he 
says. Twenty-five, twenty-five, twenty-five, twenty- 
five, five, five, five, thirty, I have. Only thirty cents. 
Now thirty-five, and sold for thirty-five cents. How 
many pairs do you want? He takes five pairs. Sure. 
Why not? Gents, please show these towels to those 
who are seated. How much for the next pair? Thir- 
ty cents. Thirty, thirty, thirty, thirty, thirty. I got 
the five. Sold for thirty-five cents. How many do 
you want? Five pairs. Good. Now we are ready to 
wait on you. Who wants another five pairs. Two 



HIGH LIGHTS ON AUCTIONEERING 215 

pairs over here. Five pairs to the hotel. That's good. 
Now you won't have to dry your face with an electric 
fan. The hotel man is after another batch. He says 
he'll take a dozen pairs this time. I don't blame you. 
You can't expect to have any sheets if you are shy 
on towels. They will tear them up any time. 

Does any one else want towels. Yes, there are 
quite a few down here. Please wait on them, gents. 
What's the matter with you folks? Aren't these tow- 
els large enough? Well, what's the matter with these 
towels, twenty by forty? If I should let you have 
these big ones ones at thirty-five cents would you 
take them? I am going to make a real test, and see 
if you folks have any ready cash, or if hard times are 
really knocking at the door. Here they are, two pairs 
here, two over there. No he says I like the big ones, 
give him five pairs of the big ones. Now my friends, 
says the Madam, you all see how large they are, and 
you know what the merchants ask you for the same 
goods. Here you are, and there are the bargains, 
help yourself. Help yourself. 

After her careful description of the towels the 
whole audience seemed to want them, and for ten 
minutes they were sold as fast as they could be waited 
on. About two hundred pairs were sold in a very 
short time. 

Now then, ladies and gentlemen, we have twenty 
yard pieces of unbleached cotton crash toweling. I'll 
sell the piece by the yard. How much am I offered 
per yard? Ten cents, the lady says. I thank you, 
but listen, I have been doing too much talking and not 
enough selling. Now the sale is open for sure, and 
sold for ten cents per yard. Now then, how much a 
yard for the next piece? Five I have, six, seven, 
eight. Sold for eight cents per yard. 

Here is another twenty yard piece. Buy it as 
cheaply as you can. But don't keep me in suspense. 
Five cents I have, six over here. Now I have the 
seven, eight, nine, ten, sold. 



216 HIGH LIGHTS ON AUCTIONEERING 

Here's another who wants it at ten. Sold for ten. 
He takes two. Now the lady wants one. Don't you 
ever use towels? Or how long do you use the towel 
you have now? You want two pieces, well, I don't 
blame you. And this gent takes two. (As fast as 
she sells them she tosses them out to the purchaser 
like a flash and she sees that the nearest clerk finds 
the buyer. All this talk and lingo that goes with 
auctioneering is well taken care of by Madam's rapid 
mode of operation, and with her eagle eye she sees 
almost every move that is made during the auction 
sale.) 

Now then, ladies and gentlemen, I'll see whether 
you really want toweling, or whether you would 
prefer to dry your face with a fan. Here I have a 
whole bolt of forty yards. I'll sell it all at one pass. 
How much a yard for the whole kaboodle? The 
lady has looked it over carefully, and bids ten cents 
per yard. Well, well, at ten, make it fifteen. I have 
the eleven, now the twelve. Thank you. Thirteen 
over here. You buy this bolt and be wise, then you 
have solved the towel problem at your house. Thir- 
teen I have. Now I have the fourteen. Sold to Jones. 
He pays the freight. 

Here is another bolt just like it, forty yards. 
Twelve and a half I have. Now I have the thirteen, 
fourteen, fourteen and a half. Sold for fourteen and 
a half cents per yard to Ed Stretch. Thank you, Mr. 
Stretch. Now all you have to do is stretch it good 
and plenty and you will have a hundred yards. 

Another bolt on tap and I have twelve and a half 
to start it. I believe I'll just sell it at twelve and a 
half. Sold. You are too late, Mr. Doebler expects 
me to sell them today. 

Well, here is another. Twelve and a half, thir- 
teen, thirteen and a half. Sold to the lady. You will 
sure have towels from now on. 

Here is another bolt. Thirteen, thirteen and a 
half, fourteen. Sold. You will notice we don't keep 



HIGH LIGHTS ON AUCTIONEERING 2 1 7 

these goods; everything that goes up sells right now. 

One more bolt. Thirteen, fourteen, fourteen and 
a half. Sold to the chief of police. 

I'll just sell five more bolts and then we'll change 
the deal. To save time what will you give me per 
yard for the first? Thirteen cents. You bought it. 
Three ladies take a bolt each. Thank you. Only 
one left and sold to this man at thirteen flat. 

Now then, I have sold more than six hundred 
yards of crash toweling, aside from the other towels 
we sold. That ought to hold you until later on, and 
then we will have a real towel sale. 

(Screaming) See here! See here! Look! Look! 
Japanese imported table covers. Aren't they beauti- 
ful? They do not soil readily and are very attractive. 
Block printed by hand. You will notice the two 
shades of blue, and guaranteed fast colors. (The 
Madam hands the clerks on the floor a number of 
covers and they are shown to the people all over the 
house in a few minutes. Then the Madam calls them 
in and gives the sizes as follows). Let me give you 
the sizes, please. No. 1, 48x48 inches. No. 2 is 
60 X 60 inches. No. 3, 72 x 72 inches. These covers 
are very popular for breakfast and tea cloths, as well 
as for table covers. Now then, you people look while 
the looking is good, for I am going to put twelve nap- 
kins to match, 12x12 inches, with each cloth I sell. 
That gives you a complete set, and here we go. This 
first cloth is 48x48 or four feet square. What is your 
first bid? One dollar. I thank you. You certainly 
don't expect to buy thirteen pieces of goods for one 
dollar, do you? Two dollars I have and sold for $2.00. 
Yes, I said sold long ago. What do you know about 
that, Mr. Doebler? There are five of them claiming 
the bid of two dollars. All right, I'll fix them as long 
as the proprietor doesn't object. Here you go, one, 
two, three, four, five. You clerks get busy while I 
am donating this blue mixture of imported Japanese 
covers. One, two, three, four, five, six, seven, eight, 



218 HIGH LIGHTS ON AUCTIONEERING 

nine, ten. All right, Jack, keep them coming. This 
man takes two sets. Look at the hands up. I guess 
they all want them. One, two, three, four, five, six, 
seven, eight, nine, ten, eleven, twelve. You folks 
who purchase near the counter, move up to the coun- 
ter, please, so the ladies back of the counters can wait 
on you. 

Jack, arrange them so I can have them handy. 
Here we go. I'll throw them out to you. One, two, 
three, four, five, six, seven, eight, nine, ten, eleven, 
twelve. You folks who are buying have your money 
ready when you see the clerk coming to you. That 
will surely help us all. 

All right, here we go. One, tv/o, three, four, five, 
six, seven, eight, nine, ten, eleven, twelve. I thank 
you. There is som.e class to that. Here v/e go again. 
Hold up your hands if you want them, so I can see 
where to throw. You must admit I'm some thrower. 
When I get married, occasionally I vvill go out in the 
back yard and give my first husband an exliibition 
of throwing. That will be plenty, and he will know 
just where to head in. That kind of throwing will be 
much different, for these are bargains that we are 
throwing today. It could be worse. Are you all sup- 
plied with the Japanese covers? Remember that we 
sell nothing at retail during the auction. All right, 
this lady buys one, and one over here. Some of you 
clerks take these to the back end and wait on them, 
while we get ready to sell another line of goods. 

Jack, are you ready? Thank you, he says he is 
waiting with the next line. I thought we were about 
ready to sell midsummer silks, but he has me almost 
buried in men's negligee shirts. They usually say 
that when we have a long siege of warm weather, and 
a real hot time, there is danger of the elements produc- 
ing cyclones and storms. Well, there is a great army 
of men in this room and they really have had no 
chance today, and I am sure that after so long a quiet 
dry spell there will be something doing out of the 



HIGH LIGHTS ON AUCTIONEERING 219 

ordinary. Now then, I am going to sell just two hun- 
dred shirts in thirty minutes. That would be a shirt 
every nine seconds and a fraction of a second. If I 
succeed in making good in this thirty minute sale, 
then I'll throw away this one and a half dozen choice 
negligee shirts from the top of this building immedi- 
ately after the afternoon sale. That will occur just 
fifteen minutes after six o'clock, providing the pro- 
prietor doesn't object. Thank you. He says let 
them fly. Good. It will be the next thing to a para- 
chute leap, and they will be looking for a new home. 

Now the Madam grabs one half dozen shirts and 
turns to the audience, in automatic style, with a keen 
look of satisfaction, that spells the last word in suc- 
cess. Everybody look at the clock yonder, it is just 
fifteen minutes after two. I'm off. 

I hold in my hand six negligee shirts, sixteen and 
a half in size, custom made. They are beauties, and 
you will buy them cheaper than you ever bought be- 
fore, considering the quality. I sell them all. How 
much apiece? Fifty cents I have. Sixty, seventy, 
eighty, sold. Here are six more sixteen and a half 
in size. Fifty cents I have. Sixty, seventy, eighty, 
sold. Here I have just one dozen fifteen and a half 
in size. The whole washout goes. Crack down on 
them, please. What's the matter with you folks? 
Come alive! Fifty cents, same old fifty cents, sixty, 
sold for sixty cents. 

Here is another dozen just like them. You will 
never get another special just like this one. Sixty 
cents. I thank you. Sixty-five, seventy-five, eighty, 
sold. Here is another dozen just like them except a 
larger number, size sixteen. Sixty cents I have. At 
sixty, sixty-five, seventy, eighty, ninety, sold. 

All right, you fellows wait until all the large sizes 
are gone. Here we have a half dozen size fifteen. 
Fifty cents, sixty, seventy-five, eighty, ninety, sold. 

Here is another half dozen just like them. Who 
will give me ninety cents? Eighty I have and sold 



220 HIGH LIGHTS ON AUCTIONEERING 

for eighty cents. Look out, here are some daisies, 
another dozen. I got the sixty, seventy, ninety, one 
dollar. Sold. Another dozen just like them. One 
dollar. Sold. Here is the third dozen, sixteen in size, 
crackerjacks. Don't forget these shirts launder in 
the finest shape. Seventy-five cents, eighty, ninety, 
one dollar. Sold. 

One dozen seventeen and a half in size, beautiful 
negligee. Get your supply while the getting is good. 
One dollar I have. Sold. Here is another dozen, 
seventeen and a half in size. Same old dollar. Same 
old sold. 

Here we come again. If any one is shirtless after 
this sale I hope he can jump high enough to grab one 
in the air at six fifteen. One dollar I have. Sold. 

Once more with a dozen, sixteen and a half in 
size. That's a good size and this is a sure enough 
shirt. Seventy-five cents, eighty, ninety, sold. 

Again we come, sixteen in size. Eighty, ninety, 
one dollar. Sold. We come again. Time is flying. 
Size sixteen. Sold for $1.00. 

Jack, you sure are doing your part well, always 
on hand, and let me bear testimony, Mr. Doebler, this 
is the livest bunch of workers I ever came in contact 
with. 

Here is another dozen, fourteen and a half in size. 
Fifty cents, sixty, seventy, seventy-five. Sold. 

And another same size, just like them too, at 
seventy-five cents, he takes them too. 

Here is one half dozen, eighteen in size. You big 
fellows, this is your chance. Seventy-five, eighty, 
ninety. Sold. Another half dozen, eighteen in size. 
Sold for ninety cents to the same man. 

Let's try a dozen eighteen in size, and see what 
they will do. Fifty, sixty, seventy, eighty. Sold. 

I'll try the dozen again, eighteen in size, if the 
proprietor discharges me. Sold on the first bid at 
eighty cents. 

Oh, I see, you are watching the clock, and I 



HIGH LIGHTS ON AUCTIONEERING 



221 



have only a few minutes more. Who ever heard of 
selling shirts by the dozen? And who ever bought 
the quality of goods for the money? One more dozen 
on the market at your price, fifteen and a half in size. 
Seventy-five cents, now I have the eighty. Now sold. 

One more dozen just like them in size and all. 
Seventy-five cents, eighty, ninety, one dollar. Sold. 

Just fifteen minutes more and time's up. Last 
batch, sixteen in size. One dollar, one ten, one twen- 
ty-five. Sold. 

I certainly thank you for bidding so promptly. 
Surely you are carrying away bargains. I know you 
will be well pleased for you have purchased very high 
class negligee shirts. Mr. Secretary, will you please 
tell us how many shirts the woman auctioneer sold 
in thirty minutes, so she will know whether she will 
climb this building before supper? 

(Clerk:) Madam Williams, I am delighted to 
say that you sold just 258 shirts in thirty minutes. 
It was wonderful and satisfactory. Every garment 
is paid for and the cash totals $261.60. 

Now Mr. Doebler arose and said in part: I am 
very well pleased with this sale, and I want to thank 
all my old customers as well as the new ones here to- 
day, who are sharing in these bargains, and while I 
am not in the habit of throv/ing goods away, yet I 
am so well pleased with the Madam's modern system 
of entertaining and successful selling, that I shall con- 
tribute to the shower from the top of the building 
at six-fifteen today, in addition to the negligee shirts. 
If you are there you will see them fall. 

Now the Madam is at her place again, ready for 
another important move in the sale. She holds up 
both hands until she has the attention of her audience, 
then she strikes the bell. That puts on the quietus. 
Then she introduces another important line of dry 
goods as follows : 

Now then, I will sell one hundred patterns of the 
high class dress goods in this store as follows: All 



222 HIGH LIGHTS ON AUCTIONEERING 

silk crepe georgette, all silk charmeuse, all silk canton 
crepe broadcloth, all wool tricotine, all wool French 
serge, all wool jersey. I might go on and describe 
many others. I will only add that you will see one of 
the most important auction sales of dress goods you 
have ever witnessed. I will give exact width, number 
of yards, and quality. If the sale does not move 
satisfactorily, it will be your only opportunity to buy 
high class dress goods at auction where you fix your 
own price. 

Here comes a good one, four yards ail wool trico- 
tine. It sells in the neighborhood of three dollars a 
yard. What will you give me per yard? You will 
notice it is a very light tan. That will make a dress 
good enough for a queen. It is fifty-four inches wide. 
How much per yard? One dollar by the lady. That 
would be four dollars for an all wool tricotine dress. 
One fifty I have. Going at $1.50, $1.75, $2.00, $2.25. 
Sold. No, I said sold. I have tried to convince you 
of the high quality of this dress goods. Well, here is 
another one just exactly like it. Two dollars I have. 
Two twenty-five, thirty, forty, fifty. Sold for $2.50. 

Here is a new deep lavender blue tricotine. Please 
notice the beautiful pattern. Isn't it a beauty? I 
have $2.00 per yard for this one. At $2.00, make it 
$3.00. Two twenty-five, thirty, forty, fifty, sixty, 
seventy-five. Sold for $2.75 to the German gentle- 
man over here. 

"Vat is it I owed you?" 

''Two seventy-five per yard." 

''Vat? A yard von't make Betsy a tress. She 
vayed two hundred and forty pounds ven she vas 
nineteen. Now she is twendy-doo. It is my only 
chile." 

"No," says the Madam, smiling, "you bought four 
yards at $2.75 per yard. That is just $11.00. That 
will be enough to make Betsy a dandy dress." 

"Sure," says the German farmer. "Here is your 
money." Then he said, "I bet ven Betsy gets into 



HIGH LIGHTS ON AUCTIONEERING 223 

dat schky plue tress vid a see-saw du-flinger around 
de lower edges, she schtrike, and I move out for 
lower vages." 

Big laugh, and the sale goes on. 

Here is another pattern like it, fifty-four inches 
wide, same blue. Two dollars I have to start it. Go- 
ing at tv/o, two fifty, sixty, seventy, eighty. Sold. 
Do you folks think I ought to stand here all day to 
sell a few dress patterns? I have described them. 
You know just what they are. You know whether 
they are bargains. Now then, let's come alive. 

Here is a medium gray, fifty-four inches wide, 
four yards tricotine, same quality I have been selling 
you. Hit the dead line, and I will sell it now. Two 
dollars and a half. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Another just like it. $2.50. Sold. 

Here is another in old rose. This is a rich one, 
same width and number of yards. $2.50. Sold. 

Another like it. $2.25, $2.50. Sold. One more 
like it. $2.50. Sold. 

Now then, look out. Here is where the fur flies. 
I imagine I have said enough to sell a thousand pat- 
terns. Well, that is just what Mr. Doebler employed 
me for. (And here she goes again, with another bar- 
gain in her hand.) This time it is an all wool dress 
serge, thirty-six inches wide, a real plum color. Well, 
it is another beauty, and makes up fine. Five yards, 
a large pattern. 

Let's go. How much a yard? Ladies, what do 
you say? Fifty cents. Well, that's more than any 
one else bid. That is only $2.50 for a good large dress 



224 HIGH LIGHTS ON AUCTIONEERING 

pattern of all wool serge. Sixty I have. Who will 
make it seventy-five? I am going to see just what 
you would do to me. 

I'll put in two more patterns. Now I have the 
plum, the brown, and the black, three patterns in all, 
on one sale. Lady, do you still say sixty cents a yard 
and take them all three? Yes, she says. I thank 
you. Now I have the sixty-five, seventy, seventy- 
five, and sold for seventy-five cents pier yard. Now 
I will do something that surely takes nerve. I am 
sure you never saw anything just like it. I am going 
to clothe the wife, grandma, and the three girls. Mr. 
Doebler, if you stand for that the first thing you 
know you will be out of dress goods, but here we go. 
A plum for the v>rife, the black for grandma, the 
brown, the green, and the red for the girls. Remem- 
ber, to everybody the same. You buy three patterns 
at seventy-five cents per yard, and I throw in two 
more with the same number of yards and same quality 
of goods. All right. Jack, have them ready. This 
lady over here takes five. Over here five. Over here 
five. Have them ready. Jack. Five over here. Five 
over here. Five over here. This man takes ten. And 
ten over here. One of you lady clerks help Jack. 
Gentlemen, watch your collections. If I sell too fast 
I'll wait. We must have the money. 

All ready? Who wants five more? You people 
look the goods over and you will find the patterns 
just as represented. This is dress day for sure! All 
right, the gentleman takes ten. Remember, you only 
pay for six and get ten. Isn't that enough? Do you 
want a whole woolen factory with a herd of sheep 
thrown in? Five over here. Here we go with another 
five. Well, well, this man has looked them over and 
now he wants ten more. Good. How many are 
there in your family? Thirteen, he says. Well, 
good night, nurse. That's an unlucky number, so I'll 
just throw in one more pattern to break the monot- 
ony. More than that, I'll do the same for any other 




Anita, the Youngest Daughter, and Helen, the 
Oldest Grand-daughter of Col. J. P. Gutelius 



HIGH LIGHTS ON AUCTIONEERING 225 

party who buys twenty patterns. Five more patterns 
called for, and five more. Jack, how are they coming? 
He says only a few left, and that settles the dress 
sale for today. 

The gentlman over here takes another five. That 
is ten patterns he bought. That isn't so worse, for a 
new married man. I'm sure he is justified in buying 
them. That ought to settle the dress question for 
awhile, for he has bought ten dress patterns of five 
different colors, and they are beauties. 

Jack says there are only five left, and sold to the 
barber. Now then, again we thank you for your 
lively bidding. (To the clerk), Mr. Secretary, how 
many patterns have we sold? He says v/e sold in 
round numbers one hundred dress patterns, and we 
find we have taken in in cash on dress goods more 
than $500. Now then, we have been stepping along 
in this auction sale for three hours and forty minutes. 
While it may not be customary at large auction sales 
like this to take a recess during regular working hours, 
but we take one just the same, and I know \^ou would 
enjoy it. It is just twenty minutes of five o'clock. 
In the meantime we will be ready for a new line of 
goods. Then we close this afternoon sale promptly 
at six o'clock, and fifteen minutes after six you will 
see more hands reaching for things in the air than 
you have seen in many moons. Again, the auction 
opens after supper at eight o'clock sharp. 

Now there was considerable moving around. Up to this 
hour the auction sale was the most successful in the history 
of the town. People were carrying armfuls of goods in every 
direction. For three hours and forty minutes the Madam dis- 
played the keenest tactics, and legitimate strategy and held 
the crowd without a break. Auctioneers are born. Sure, the 
Madam has the personality and the executive ability, and there 
are plenty of others. The standard price of selling merchandise 
at auction is ten per cent of the sales, with a minimum of $10, 
$25, and $50 per day. 

This sale is an exception to the rule for the reason that the 
merchant is a clean business man with a great team of workers. 



226 HIGH LIGHTS ON AUCTIONEERING 

Then he always carried an extra fine line of goods and the 
people knew it. The reader can look this sale over up to this 
hour, and you will be astonished to know that the Madam has 
sold over $1,400 worth of goods, which will net her the neat 
sum of $140 for three hours and forty minutes work. 

Auctioneering is certainly a profession. If the reader has 
the pep, and the voice, and the personality, and the business 
is fascinating, there is a territory waiting for you, where you 
can be your own boss, and I believe you can dig it out of this 
book. It is healthy, clean, profitable business. 

It is just five minutes of five o'clock, then the real sale will 
be on again, and v^^hile the crowd have been visiting during 
the recess, the Madam has kept the proprietor and the clerks 
busy arranging for the last hour's sale of the day, and the 
evening sale that will begin two hours later. 

The people are packing the house again for the last run of 
the afternoon, and standing room is at a premium. The Mad- 
am is at her post again, looking at a packed house. She lifts 
her right hand waiting for attention. Then she touches the 
bell and says in part: 

It is just five o'clock, and I believe in being John- 
ny on the spot, if you know what that means. Well, 
this is Mary on the spot, but it means the same thing. 
We have just one hour to sell and that winds up the 
afternoon sale. I shall devote thirty minutes to the 
ladies and thirty minutes to the gents, however it is 
an open field, for often the men buy for the ladies, 
and again the ladies buy for the men. 

This will be a sale of fifty petticoats, and that 
closes out this entire line of high class goods. I aim 
to sell the fifty in thirty minutes. Listen to me, when 
you see them your own judgment will tell you that 
they are fine values. 

All ready? Here is one, white cambric, embroid- 
ery flounce. I'll sell it cheaper than you can possibly 
make it. Thirty-eight inches in size. How much am 
I offered for it? Now come alive, the time is short. 
Fifty cents. I thank you. Seventy-five, eighty, nine- 
ty, one dollar, sold. How m.any do you want? Two 
she says. Here is another. How much? Seventy- 
five, eighty, ninety, sold. You say I don't wait. I 



HIGH LIGHTS ON AUCTIONEERING 227 

hope not. I sell today. How many do you want? 
Two, thank you. Again I have one just like it, size 
forty. Fifty cents I have. Sixty, seventy, eighty, 
ninety, sold. Thank you. Yes, I heard your dollar 
bid but I said sold, and that makes it so. How many 
do you want? Two. 

Here is your chance, just like it, size forty. Sold 
for one dollar. That tim_e you was there. How many 
do you want? Three. I thank you. Here is another 
size thirty-eight. (Rem.ember, v/hen I call a size I 
give front lengths.) One dollar for this one and sold. 
How many? Three. Remember this sale will soon 
be over and these garments will be gone. Take plenty 
v/hile you can. Here is a peach. He says there are 
only four like it. Yes, I have the dollar by two, dol- 
lar ten, dollar fifteen, and sold. How many? Four. 
He takes them all. And still we sell petticoats. 

Vv^hat do you knov/ about this beauty? One dollar 
I have. Dollar ten, fifteen, twenty, sold. Yes, I said 
sold. I can not wait only so long. How many, please? 
Five. Jack says just five more like them, all No. 3S. 
Who will start the five at $1 .00 each? At one, at one, 
make it twenty-five. Sold for $1.00. Oh here is a 
peach with a lace flounce, sure this is a beauty. One 
dollar I have. One ten, fifteen, twenty-five. Sold. 
He takes the five. 

And still they come, but they won't come long, 
for the auction sale of petticoats is about over here in 
this store. Then some one else will fix the price for 
you. The time is short and so is this petticoat, and 
here we go. It is 36 in length. Seventy-five cents is 
the first bid. Eighty, ninet]/, sold. No, it's sold. 
Hovf many do you want? She says five. No, Jack 
says there are only four like this one. Will another 
do? Yes, 3S. All right, I've got you. Here we go 
again v/ith a beauty. Notice it is white cambric, 
deep flounce. If this doesn't suit you you are hard 
to please. It's a bird. Well, let's sell it. One dol- 
lar I have to start it. Dollar ten, twenty, thirty, 



228 HIGH LIGHTS ON AUCTIONEERING 

forty, dollar fifty, sold. How many do you want? 
Only three of this kind. I'll take the three. You 
sure made a good choice. 

Here is another beauty. I have the seventy-five 
cents. Eighty, ninety, sold. She takes three. The 
size is 38. Look out! I have just five left of size 
3S. I have kept the best. Buy them as cheap as 
you can. I have the one dollar. Twenty-five, thirty, 
forty, fifty, sixty, seventy-five. Sold for $1.75. How 
many do you want? All she says. What do you 
know about that? 

I thank you. It is just four minutes of 5:30. 
What did this sale amount to secretary? All right. 
I thank you. Just $57.10. Now then, we have only 
thirty minutes and then we go over the top with the 
negligee disaster. I am going to sell some men's 
pants. Jack, you step up on the counter where they 
can see the goods, with an armful and call the num- 
bers. Now listen, gentlemen. I am going to sell 
you all wool garments, and I'll let you fix the price. 
You should buy tv/o pairs for that reason. I'll sell 
two pairs at so much a pair, and remember, you will 
have real dress goods. Hold them up. Jack. If 
they want to see them throw them out in the crowd. 
They'll stand inspection. (Jack throws them out.) 

How much am I offered a pair for real wool 
pants? Two dollars. I thank you. Think of buy- 
ing two good, all wool dress pants. Who ever heard 
of such prices these times? Two and a half I have. 
Seventy-five, now I have the three, and sold for $3. 
Oh, is that so? This man says I did not give any 
warning when I am going to sell. You know these 
are good goods for the money, don't you? Yes 
ma'am. You don't know when I am going to say sold, 
do you? No ma'am. Well, you know you are going 
to die some time, don't you? Sure I do. But you 
don't know when, do you? No, I don't. Well, you 
will be in an awful fix if you are not ready. The 
pants I just sold are 36 waist, 32 length. The next 



HIGH LIGHTS ON AUCTIONEERING 229 

pair are just like them in quality and numbers. How 
much am I offered per pair? Two dollars. At tv/o, 
who will make it the three. Two and a half, sixty, 
seventy-five, eighty. Sold. 

Here is another pair exactly like them in quality 
and goods, size 38-33. Let's go. Who will give me 
$3.00 and take them now? Two and a half I have. 
$2.50, seventy-five, $3.00. Sold. 

Another two pairs just like them in size and all. 
$3.00, sold. Now you are talking. Here is another. 
Remember, they are custom made garments, in line 
with all the high class goods in Mr. Doebler's store. 
Size, 40-32. $3.00, and sold. Again we will show 
you the same numbers. $2.50, 75, 90, S3.00, sold. 
Here are two more pairs, large ones. You must 
watch your numbers. These are 44-33. If they 
are too long you can easily remedy that. Well, I 
have two and a half, seventy-five, eighty, ninety, 
$3.00, $3.25, sold. Here is another pair, or two 
pairs, just exactly like them. Watch out for these 
large numbers. $3.00 I have, $3.25, thirty, forty, 
fifty, sold. Again we have another bargain for you. 
These two pairs are 40 waist and 32 length. How 
much for them ? Two and a half, seventy-five, sold. 
Do you know I am not going to fuss around much 
longer? You people know when any one conducts 
an auction on high class goods it is always done at 
a loss. This man needs the money, and it certainly 
seem.s to me you need the goods at these prices. I'll 
sell only a few more pairs and then we are through 
on this line for today. Here we have two pairs, SS- 
33. That's a good size, I'm sure. Two and a half, 
seventy-five, three, three twenty-five, and sold for 
$3.25. Let's try it again. Size 42-33. Three dol- 
lars I have, three ten, fifteen, twenty-five, sold for 
$3.25. Well, they sold right now, and we have two 
pairs just like them, size and all. Three dollars, 
three and a quarter. Sold. 

Take it from me, the pants sale is about over, 



230 HIGH LIGHTS ON AUCTIONEEEING 

but here is another bargain, both pair the same num- 
ber, 42-32. Three dollars, ten, twenty, twenty-five, 
thirty, sold. Look at the clock. Just ten minutes 
of six, when those hands are perpendicular it's all 
off. Well, here is another chance for two more, sizes 
42-33. Tvv^o and a hlaf, three, three and a quarter, 
thirty, forty, fifty, sold. 

Two more, 38-33. Three dollars, sold. Two 
more, 36-32. Two and a half, seventy-five, $3.00. 
Sold. Tv/o more, size 40-32. Three dollars. Sold. 
Look out for the hands of the clock. Just two 
minutes, two last pairs. Three dollars, twenty-five, 
thirty, fifty, sold. 

(The Madam taps the bell. The whole house 
is at attention, and she speaks as follows:) 

The hands of the clock are now perpendicular, 
and this afternoon's auction is history. To say that 
I am well pleased, doesn't describe it. Such atten- 
tion has no parallel anywhere. I surely, from the 
very bottom of my heart feel grateful to you all. 
Just wait a minute. Mr. Secretary, how many pairs 
of pants did v/e sell? You sold 38 pairs, and the 
cash should show $117.60. Now then, in conclusion, 
I want to thank again this wonderful team of helpers, 
and the proprietor, in their rapid settlements with 
the buyers. Remember, auction again in this room 
at eight. At just fifteen m^inutes after six I will be 
on top of this building, in the negligee distribution, 
and also take care of Mr. Doebler's consignment. 

The Madam secures her eighteen negligees while 
the proprietor is cutting dress patterns to be thrown 
away. People are leaving the house, for the next 
attraction will occur on the outside a few minutes 
later. Mr. Doebler cut off five ten-yard patterns of 
fast color calico, and five patterns of dress ginghams, 
v/hich make twenty-eight articles to be throv/n away. 

The proprietor, the clerks and the Madam step 
on the sidewalk for a moment, when the people all 
have left the house, to see the great crowd that are 



HIGH LIGHTS ON AUCTIONEERING 231 

awaiting the climax of the afternoon jubilee. Then 
they turn for the stairway to the top of the three- 
story building, with the goods in their arms, ready 
for the last act in the drama. 

In a few moments the Madam was standing 
leaning over a tv/o-foot cornice at the very top of 
the building vvith a shirt in her hand, looking the 
crowd over. Every window in the building was 
full of faces. All the large trucks were standing 
full, the autos were packed, the entire block was a 
mass of people, streets and sidewalks alike. All the 
shirts were opened out ready to put on, should some 
one be shirtless in the wild rush of the first scuffle. 

The Madam swings the shirt around once and 
then tosses it out as near the center of the street as 
possible, and down it comes, half iilled with air. 
It looks more like a scarecrow that had blown in 
from some blackberry patch. It looked like a hun- 
dred hands reaching for it, when in reach more than 
a dozen men grabbed it and it was torn to shreds. 
Just then another came sailing down, and another, 
and another, then one started down from the north 
part of the building rather unexpectedly. Just then, 
to the surprise of all belov/ a dress pattern ten yards 
in length opened out near the center of the building. 
It was red and looked like a real dragon going south. 
By this time the wild crowd below were surging to 
and fro, negroes, Indians, and whites, grabbing in 
every direction, only to find other hands fast on the 
same garment. Most of them were torn, and many 
of them destroyed. In this manner the different 
articles were thrown from the building in rapid 
succession, keeping the air full until the last gar- 
ment was thrown. By this time a pandemonium 
reigned below, and the audience and onlookers were 
entertained as never before. 

Thus ended the wildest and most successful auc- 
tion sale day, ^yith a woman at the helm. I am sure 
there is nothing in this sale but what can come to 



232 HIGH LIGHTS ON AUCTIONEERING 

pass — ^in fact, the writer has seen the like time and 
time again at his auction sales. I shall not go into 
the evening sale. I have said plenty to cover the 
entire territory of any important sale of merchan- 
dice. 

The merchant needed $5,000 in cash. He rather 
expected to spend ten days at least in auction sales 
to raise the money. The Madam sold four days 
and three evenings, of real steady selling, always 
in the afternoon and evening, and sold over $6,400. 

Very many articles brought a good clean profit — 
some sold at a loss. On the whole, Mr. Doebler 
says he needed the money now, and v/ould have 
been glad to exchange the amount of goods sold at 
this auction for $5,000 cash in hand. 

The Madam earned $640 in four days and three 
evenings work. That would be a fraction over $91 
for each sale, then all necessary expenses until she 
reached home again. No reader of this article dare 
to say that it can't be done, neither would you 
doubt for a mom^ent that she earned the money. 

Again I will say that if you can deliver the goods 
you can get the $640 or m.ore. A photo cut of the 
wild scene and mammoth crowd during the battle 
of the negligees, and a word from Mr. Doebler will 
get the business sure. 

Madam Williams is at home again. Her mother 
anxious about her success, asked, ''How about the 
auction?" 

"Oh, mother," said Mary, "it's a great life." 

•tt ^ i^ -^ ^ 

LADY AUCTIONEERS 

At first thought m.any persons would laugh at the 
idea of lady auctioneers. But if you will go with 
me into the shops, into the offices, into the telephone 
exchanges, into the schools, or anywhere that the 




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HIGH LIGHTS ON AUCTIONEERING 233 

real important business of this old world is transacted 
you will find the women are in evidence, assuming 
the responsibilities as cleverly and as satisfactorily 
as any man that ever walked the face of the earth. 

Who could find fault if a woman stepped up on 
an auction block to conduct an auction sale of milli- 
nery, goods with which she is so famiHar? Picking 
up her first hat, she puts it on her head, at the same 
time describing it in deatil, showing the trimming 
and giving the actual cost of completing it, and 
then she gives the terms of her sale, and begins to 
sell at auction as follows: 

Ladies, this is a quiet season of the year, and the 
proprietor needs the m^oney, and just as long as you 
will purchase these hats I v/ill endeavor to show 
them, describe them, and sell them to the highest 
bidder. 

Here we have a real black straw hat, covered and 
trimmed in a navy blue velvet, and toned up with 
a lighter blue ribbon. (She puts it on her head and 
steps to the end of the counter on which she is selling 
where she has a large mirror hung for the special 
sale, and says in part:) I am displaying these hats 
so you can see them from every angle. This would 
be a splendid hat for a woman of thirty-five or more. 
It retails for $4.00. How much v/ill you give for it? 
I am satisfied I will have to make a donation of a 
few until som.e of your choice ones are gone. Thank 
you. The lady says one dollar. One dollar, going 
at one dollar, and a quarter I have. Sold for one 
dollar twenty-five cents. No, I sold it. 

Her is another splendid hat that is so artistically 
arranged. Don't you like it? (She puts it on and 
calls for bids.) One dollar she has. One twenty-five, 
thirty, forty, fifty, and sold for $1.50. Now another 
hat is on her head, of the same style. Again she 
calls for bids. This time she has $1 .50 to start it, and 
sells immediately on the first bid. Now she begins 
as follows again: 



234 HIGH LIGHTS ON AUCTIONEERING 

I just told you that I would do my best in dis- 
playing the goods, at least that is what I want you to 
understand. Now then, when I put a hat on my 
head so that you can see it, and I describe it, don't 
expect anything else. It's your move, you begin to 
bid right now, and I won't be long cleaning up this 
mess of bargains. Say, isn't this a dais}^? (As she 
shows it.) Yes the lady says, I like that hat. I'll 
start it at $1.50. $1.60 I have, $1.70, 80, 90, $2.00, 
sold. Here is another, one of the cake-eater hats. 
If they eat anything else they may be dear at any 
price. The lady says she likes it. I don't blame her. 
Two dollars I have. Two ten, twenty, twenty-five, 
fifty. Sold for $2.50. It seem.s the neatest hats have 
the most homely names. We have the cake-eater 
hat, and it's a beauty. Now here comes the ant 
eater. I don't know where they find that name, and 
I don't know where they get that hat. Talk about 
something keen. I have it here for sure. Two dol- 
lars to start it. I thank 3^ou. At tv/o, who v/ill make 
it three? Two and a half, seventy-five, three, three 
and a quarter. Sold for $3.25. 

Here is a toque, another beauty, close fitting 
and beautifully trimmed. Ty/o dollars I have to 
start it. Two and a half, seventy-five, three, three 
and a quarter, three and a half. Wait a minute, 
Do you knov/ that these toques sell from five to ten 
dollars? $3.75, sold today. No, I said sold. You are 
too late. 

Here is a picture hat, if this one doesn't cover the 
v/hole family you can put on a running board. You 
surely won't buy this one for $3 = 75. Som.e one start 
it where it belongs. Three dollars I have. The 
picture hats retail from $8.00 to $10, $15 and $20. 
and as high as you want to go. This hat is good 
enough for a queen. $3.50, 75, $4.00, 25, 50, 75. 
$5.00 I have, and sold for $5.00. 

See what I have here, another style and another 
name. This one is off the face. The name sounds 



HIGH LIGHTS ON AUCTIONEERING 235 

good, and the hat is still better. If I was going to 
name these hats I would call the pull down over your 
face hat the night cap, and the turn back, or off the 
face, a morning glory. Well, they did not pay any 
attention to me when they named these hats, so all 
I have to do is to describe and sell. How much for 
off the face? Two dollars I have. $2.25, fifty, and 
sold for $2.50. Here is another toque. $2.00, $2.25, 
50, 75, $3.00, $3.50, sold for $3.50. Another one 
trimmed in gold lace. $2.00, $2.50, $3.00, 50, 75, 
$4.00, sold for $4.00. 



Who could find fault if a woman stepped on the platform 
(arranged for the occasion) and sell ladies' furnishing goods 
with which she is so familiar, to the highest bidder. Who 
could find fault if she sold dry goods at auction, as I have 
described elsewhere? It is an open field, and it won't be long 
until lady auctioneers will be in evidence in all the towns 
and cities of the country. 

When I began in merchandise auctioneering, I first wrote 
an opening talk for the occasion (remember there was 
no auction school on earth), then I planned in my ov/n 
way, from what I had seen, how to open a sale. I called the 
imaginary audience together, and then I delivered my opening 
talk that I had memorized. 1 gave the terms and began to 
sell. While I imagined I was selling dress patterns, and all 
manner of dry goods, I was handling all the towels, dish rags, 
and other articles on the place. Occasionally I would look 
into the mirror, and really I was disgusted with myself, but 
I kept it up until I could muster enough courage to tackle 
a real job. Then came the real practical experience, and I 
stepped off into a field of activity, and you can do the same. 

■ir ^ ir -C? -i? 

AN AUCTION SALE 

Seventy-one Head of Dairy Cattle and Twenty-jive 
Horses, on October 19, 1922 

The reader will notice that there is more signifi- 
cance attached to this sale than any other sale in 



236 HIGH LIGHTS ON AUCTIONEERING 

this book, especially when you learn that October 
19, 1922 was this auctioneer's birthday. T sold sev- 
enty-one head of dairy stock and tv/enty-ftve head of 
horses. Everything was in apple pie order, as I had 
instructed, so there was no delay. The Holstein 
cows were in their yard; the Holstein heifers that 
would be fresh soon had their lot; the Holstein year- 
lings and calves were cared for; the same was true 
of the Jerseys and the Shorthorns. All the cattle 
were properly numbered and conveniently located, so 
that when the auction sale began in the sale ring 
that had been prepared for the occasion, there was 
a continual stream of cattle coming and going until 
the last one had found a new owner. 

There were some very choice registered Hol- 
steins in this offering. I shall not give the lingo and 
the special talk in selling this stock. There are other 
thoughts that I want to bring out, and I am certain 
they could not harm any one in any legitimate busi- 
ness in the world. 

On October 19, 1922 I was sixty-eight years of 
age. In our morning family worship I thanked God 
for keeping me all these years, and somehow I was 
anxious to make a special record on my birthday, 
so I just asked the Father for special strength and 
speed and lung power and vocabulary and wisdom for 
this birthday sale, and I believe He gave me all I 
asked, and then some. Don't tell me that God does 
not care for His own. 

My partner. Col. C. L. Everett, who is a grad- 
uate of the El Reno Auction School, did the coach- 
ing in the sale ring that day, and he did excellent 
work. All the help on the sale were at their posts ; 
not a ripple anywhere, just one continual round of 
pleasure. God answered the morning prayer in many 
ways. I had such physical pov/er and help in every 
conceivable way, that made me a physical giant, 
with unlimited energy and efficiency, at sixty-eight 
years of age, that was an eye-opener to the great 



HIGH LIGHTS ON AUCTIONEERING 237 

gathering on the ranch, near the South Canadian 
River. 

^ ij t^ t^ ^ 

A WONDERFUL PHENOMF.NON 

More than ten years before the date of this writ- 
ing I saw a wonderful and terrifying phenomenon. 
I would like to say, right in the beginning, that I 
w^as just as rational as I am at this time. More than 
that, I tested it out in every conceivable way, and 
proved satisfactorily to myself that this scene was 
intended for this lost auctioneer. The significance 
was terrible as an army in action. My conscience 
awoke from a dead sleep to reveal a half century of 
sin, and while I write my heart burns with sadness, 
but it is history, and I can not change it. Paul's 
conversion is not more wonderful to me. 

It was far past midnight and was raining. I was 
on my way home at this unusually late hour. I shall 
not go into details to tell how the night had been 
spent up to that hour. Suffice to say, it was in sin. 
No night could have been darker, and the intense 
shadows from the electric lights seemed to speak in 
their dead silence, like the handwriting on the wall 
of long ago. A panoramic view of a misspent life, 
a shipwreck, was all I could glean from this midnight 
of shadows and quietude. 

I was walking south on Rock Island Avenue, in 
the residence district of El Reno, Oklahoma. Not 
a light in a home could be seen. There was a still- 
ness and a loneliness crept over me, that I shall never 
attempt to explain. Only one word can touch it — 
conviction. I had reached the point that every man 
will who forgets God. I thought of a Christian moth- 
er who had taught me years before to say ''Now I 
lay me down to sleep," back in the old Keystone 
State of Pennsylvania. I thought of a Christian 



238 HIGH LIGHTS ON AUCTIONEERING 

father who never failed to keep up the family altar 
in the old home so far away, v/here they ever remem- 
bered the wayward boy in the v/estern country. I 
thought of a Christian sister who had been afflicted 
for many years who was still praying for me. 

Father and mother had gone home to the Glory 
Land. It had been a real Christian home that I had 
left long ago. What about my home? Children had 
grown up and gone out to assume the duties and re- 
sponsibilities of life without a vision of the Christ. 
Will they reach the harbor in safety? All this, and, 
it seemed, a hundred more thoughts of the mistakes 
of life and lost opportunities appeared like a flash, 
only to intensify the horrors of that night. 

Just then I noticed not far away in the clouds 
in the east the phenomenon that I shall attempt to 
describe. It was a string of bright stars, moving 
slowly to the north. They were shaped like the tail 
of a kite, hanging perpendicularly. The}^ were con- 
nected by a bright electric wire, and were equal dis- 
tances from each other. At first I thought it might 
be a cord from the umbrella that I was carrying, and 
the reflection of the electric lights on drops of water 
running down the cord produced the effect. I put 
the umbrella down but it was still there. Then I in- 
vestigated the many telephone wires above in the 
direction of the phenomenon, thinking that perhaps 
somehow they had produced the stars, but no, it was 
far above them. 

Just then the upper star let go and slid down the 
electric cord to the second star. There it lingered 
for a moment and then slid down to the third. In 
this manner it slid from one to the other, lingering a 
moment with each star until it reached the last. 
Finally it dropped from the string and disappeared. 

The vision then revealed itself to me as follows: 
The stars represent you and your family. The fall- 
ing star tells you you will lose one of your family 



HIGH LIGHTS ON AUCTIONEERING 239 

in a short time. This knowledge was as positive to 
me as though it had already occurred. 

I hurried home, the worst condemned man you 
will ever know. Looking back at the string of stars, 
that had brought me the awful message, I saw it dis- 
appear in the direction of the home of the girl who 
went away a few days later. 

When I reached home I hurried to the room 
where my wife was sleeping. She av/oke, and I told 
her what I had seen, and that I was positive that we 
would lose one of the family soon. Wife w^as as much 
shocked as I was, and we were wondering which one 
it would be. Would it be the boy in New York, or 
one of the girls at home? 

In a few days after this phenomenon I was watch- 
ing the drillers at a v/ell where they were drilling 
for oil, in the northeast corner of El Reno, when 
some one came to me and told me they had been 
looking all over tov/n for me, that my daughter was 
d^/ing. I knew that it was too true. I hurried to 
the bedside, but she was past speaking. She tried 
her best to speak to me, but in a few minutes she 
was in eternity. 

This was Beulah. When she was about ten years 
old, during a revival, she begged me to be a Chris- 
tian. She said, 'Tapa, won't you go with me?" If 
I could call Beulah back again, and have the same 
invitation only once more, I would give ten thousand 
worlds like this if I had them. I would say, ^'Yes, 
I'll go with you." But it's history now, and to think 
that I refused to go! 

A Prayer — Great God, have mercy on the man 
who reads this article, especially if he has children, 
who is not a Christian. They may not make the 
harbor in safety without him. May this simple but 
awful experience grip him, so that he will become a 
Christian father at the head of a Christian home, so 
that the family circle may not be broken '^over 
there." For Jesus' sake. Amen. 



240 HIGH LIGHTS ON AUCTIONEERING 

Not long after the death of Beulah typhoid fever 
came into my home, and my youngest daughter 
was the victim. Reader, you can see that the real 
battle of life was still on at the auctioneer's home. 

Anita went down close to death's door, thinldng 
all the while that she was bound for eternity, and 
could not recover. Because her sister had died she 
was sure that she would go too. However, she 
prayed and asked God to spare her. No one knew 
that she prayed, and there was no one in the home 
to pray with her; she kept it all to herself. Dear 
reader, can you think of anything sadder? 

When she prayed she told the Lord that if He 
would spare her, she would become a Christian. She 
recovered, and a little later, at a revival in El Reno, 
she went to the altar and gave her heart to God. This 
was about February, 1913. Then she came to me 
and said, 'Tapa, won't you be a Christian?" I said, 
"Yes," and on the midnight of February 16, 1913, 
I surrendered my life and all to Jesus. Mother 
came too. No one can describe the joy in our home. 
The family altar is permanently established there, 
and we do not undertake any business whatever 
without first talking to the heavenly Father about 
it. 

The writer was no doubt one of the worst tobacco 
chewers and smokers on earth, but on that memor- 
able night of February, 1913, I threw it away for- 
ever, and I have never had a desire for it since. 

Oh, what a difference in my life! And while I 
am writing this article, with my heart full of the love 
of God, with a sure hope of eternal life, with nearly 
ten years experience in His service, again I will say. 
Oh, what a difference from that awful night in July. 
1912, when this auctioneer thought he was only a 
few steps from hell! 

May this testimony persuade others to strike 
the road that leads to Glory. If this experience helps 
you, tell me in a letter. It would, no doubt, be a 



HIGH LIGHTS ON AUCTIONEERING 241 

help if I could use it in many of the meetings that I 
may conduct in the future. 

That midnight when I made a complete surrender 
to the Lord, I promised Him that I would fix all the 
mistakes in life that I could. I promised to testify 
for Him all along the way, and as I have mentioned 
before, if He wants me to open a sale with prayer, 
I will do that, and I might add that I have opened 
quite a few with prayer and song. It will surprise 
you, no doubt, if you have never seen it done. 

These final remarks are written especially for 
Christian auctioneers. Many times one will con- 
duct a sale where the old folks, who were real Chris- 
tians have gone over to the other side. The sons 
and daughters are taking their place, and in this age 
of fun and frolic. Sabbath desecration, speed and 
money, they might forget. A real prayer from a con- 
secrated Christian auctioneer, asking God to guide 
him in the disposition of the offerings, asking for 
help and wisdom in conducting a clean sale, remem- 
bering the children and those of the family who are 
left to assume the duties and responsibilities, ask- 
ing God to bless and guide them in the battles of 
life, and to hold them fast and true until there will 
be a reunion of the whole family in the glory world, 
might be a lighthouse to shew them into the harbor. 

No one need tell me there is anything wrong about 
this kind of an opening. It is true there are many 
sales that could not be opened in this manner, or in 
prayer. A man can not commercialize religion, but 
it is always in order for a Christian auctioneer to 
slip away somewhere just before the sale and talk 
to the heavenly Father, asking for grace, wisdom, 
physical power, and a clean sale; and let the writer 
add here, from practical experience, I know that He 
will never fail you. I have had many wonderful ex- 
periences in this way, and I mean to go through on 
this line. 

When the reader stops to think of the narrow 



242 HIGH LIGHTS ON AUCTIONEERING 

escape this auctioneer had, and how wonderfully 
God saved him, how he has blessed him in his meet- 
ings everywhere, you should not wonder at these 
testimonies that are sandwiched in between these 
different sales from cover to cover. 

If you intend being an auctioneer, be a good 
one, and to be a good clean one, you should be a 
Christian. There is a premium today for clean, 
Christian auctioneers. 

If you are a Christian auctioneer you should 
show your colors, and never trail the flag in the 
dust. The world will respect the Christian man who 
has the courage to keep clean. If you are going to 
be an auctioneer, may God bless you, and help you 
to be a real clean live wire. 

-C^ iz i^ -tz ^ 

HIGH LIGHT 

El Reno, Okla., Nov. 13, 1922. 

Nearly ten years ago I stood on Rock Island 
Avenue, waiting for some one, when an old friend 
hurried across the street to where I was standing, 
and said, ''Jim, we want you to come out to Highland 
Schoolhouse, about 12 miles southwest of El Reno, 
and preach for us on Easter Sunday." To say that 
I was surprised, would not describe it. The man 
Vv^ho came was a wicked fellow, and I feel safe in 
saying he was about as profane as any man could 
be. However, I v/as sure that he respected me, but 
I was pretty sure that they wanted me to come to 
Highland schoolhouse, where they usually brought 
their baskets well filled with good eats annually on 
Easter Sunday, so they could satisfy their curiosity 
in hearing an auctioneer preach, one who had been 
one of the mckedest men that ever lived in that 
country. 

I had just finished my first meeting at Mountain 
View schoolhouse, where God had wonderfully blest 
my work in the salvation of souls. The news had 



HIGH LIGHTS ON AUCTIONEERING 243 

spread like wildfire, though I did not realize it at 
the time. I finally told my friend that I would be 
there on Easter Sunday and do my best. I was only 
a child in the service of the Lord, I might say only 
a few months old. 

Easter Sunday came, and so did the crowd. The 
schoolhouse was packed and jammed. It was a very 
stormy day, the very day that Omaha was torn to 
pieces by a cyclone. The forenoon was devoted to 
Sunday school service; then came the dinner. No 
community could beat it. After the dinner all the 
fragments were gathered up into the baskets. It 
reminded me of the time when the Master fed the 
multitude. I had done much praying that day, for 
I was new in the work, but I had great faith in God ; 
He had done such wonderful things for me, and I 
wanted to tell the story. 

As soon as the dinner was cleared away, the house 
came to order and we began to sing some of the old- 
time songs. After the opening exercises of prayer 
and song, I took my position near the center of the 
room, where there was just a small spot for me to 
stand. The house was filled to its utmost capacity. 

Then I began with the text, Matthew, 2 2d chap- 
ter, part of the 42d verse, 'What think ye of Christ?'^ 
Then I asked, 'What think ye of this saved auction- 
eer?" I will not attempt to give the message in this 
article, as God gave it to me, only to say that I did 
not need to hesitate for words. I had ''Meat to eat 
that the world knew not of," and while the storm was 
raging on the outside, the window sashes were rat- 
tling, and the building was creaking, there was a 
"deep settled peace in my soul." 

I painted the picture of a wasted life, saved at 
the eleventh hour. I convinced the people that I 
had found the Christ, and that the blood had been 
applied, and they were looking upon a newmade man. 
God touched the hearts of the people with convic- 
tion that Easter Sunday. Nearly every man and 



244 HIGH LIGHTS ON AUCTIONEERING 

woman, boy and girl that was in that Easter serv- 
ice was converted in a meeting held later, who were 
not Christians at the time. The profane man who 
had arranged the service for Easter day was wonder- 
fully saved at the meeting, and he is a consecrated 
man at this writing. The meeting that followed the 
Easter service was about a mile east of the school- 
house. There I erected a tabernacle and a two-weeks 
meeting was on. 

God marvelously blessed the meeting. About 
105 prayed through in the old-fashioned way. A 
great many of them are now on the other side. One 
old gentleman came down the center aisle late in 
the evening, when the altar was full of men and 
women, boys and girls. There was crying and shout- 
ing in the camp. It was so crowded around the altar 
that the man found no place to kneel, and was re- 
turning to his seat. I lost no time in getting to him, 
and with my arm around him we found a place at 
the altar. A few days later his wife said he prayed 
through, then in a short time God took him home. 
Now when I pass the old cemetery where he was 
laid until Jesus comes, and remember the night I 
brought him back to the altar, I say, ''Glory to God. 
Amen, amen!" 

Dear reader, if I could only tell you so that 
you could understand the wonderful joy I find in 
bringing in the sheaves! The harvest is white and 
the grain is falling down, and the world is starving 
for the old kind of religion, like Daniel had, like the 
saints of all ages and the martyrs had, like mother 
had. 

Dear reader, can you get a vision from this simple 
story in the service of the Master? If you are stud- 
ying this book to become an auctioneer, or if you are 
an auctioneer of practical experience, I beg of you 
to give God the right of way, and you can become 
one of the most useful men in all your territory. If 
I had failed to go to Highlaand schoolhouse that 



HIGH LIGHTS ON AUCTIONEERING 245 

stormy Easter Sunday, what a different story might 
have been written! But I am glad I went. Amen! 

^ ^ ^ Tilr 1^ 

Ladies and Gentlemen: 

There is always something new under the sun, 
for we are living in an age of real modern civilization, 
and in a day of surprises, so you may expect new and 
wonderful things to occur, or the unexpected to hap- 
pen at any time. This is an age of speed and money, 
and the man who stands folding his arms, waiting for 
opportunities to come and visit with him, will not only 
be disappointed, but relegated to the rear. 

An organization or a corporation, or any business 
that won't stand pushing, at this age, has outlived 
its usefulness, if it ever had any. I sometimes think 
we forget that the biggest thing we can do is to help 
somebody, some neighbor, some church, some town, 
or some organization with which we are associated. 

Again, if we should be so unfortunate as to be 
tied to an enterprise that we must handle with gloves, 
we are in the wrong business, and had better get out 
of it and find something that will make the world 
better. 

This is an age of live wires, but in our hurry to 
outdo all competition we dare not forget that v/hat 
this generation needs more than ever is clean, honest, 
reliable, upright, holy. Christian men and women. 
It makes me feel sad to know that the demand is 
much greater than the supply. It is a batle royal 
between the corporations to secure the good ones, 
whom they can depend upon in the handling of their 
money and their merchandise. 

I said we are living in an age of m.odern civiliza- 
tion, and I would like to add, in the most dangerous 
age we have ever known. The word modern is 
prominent in many places today where it certainly 
has no business. I don't think we should say modern 
civilization, for instance, when we speak of these 



246 HIGH LIGHTS ON AUCTIONEERING 

outrageous styles of woman's dress and bob-cat hair 
cuts. They may be modern, but they certainly are 
not civilization. Neither are these new-fangled 
dances of squirming and nakedness. No, no! It is 
from the pit. When we see that the whole nation 
carried away with this modern dance craze, in high 
places, even teaching it in the public schools to our 
boys and girls, on whom rests the destiny of our 
nation and the church, then God Almighty is almost 
ready to destroy this nation. I have arrived at the 
conclusion that we are living in the days spoken of 
in the Bible as like those of the days of Noah. 

I see Daniel praying at the window, with his 
face turned toward Jerusalem. This is old-time re- 
ligion. I see Jacob wrestling all night with the angel 
until he was blessed. This is old-time religion. I see 
Abraham with altars everywhere he lived. This is 
old-time religion, and God prospered him. I see 
Lot as he pitched his tent toward Sodom. He lost 
his family and barely escaped in poverty, and a 
tramp. He was modern. I see Moses coming down 
from the mount, his face shining with the glory of 
God. This is old-time religion. I see Hezekiah as 
he turned his face to the wall and talked with God. 
This is old-time religion. 

You will notice that where old-time religion pre- 
vails God is well pleased. It has always been so, it 
could not be otherwise. New, modern religions are 
not supernatural, and they confuse and compromise 
to suit the fantastic demands of worldly people. 
Modern religion and modern times are the Devil's 
camp ground. No one escapes real battles in active 
life. The problems of the world can only be solved 
through the religion of the Lord Jesus Christ. There 
is no other way. 

It is low down cowardice for any man to criticize 
the old-time religion by picking out some weak sister 
or brother who has failed to live up to his or her op- 
portunities. 



HIGH LIGHTS ON AUCTIONEERING 247 

The best and most successful auction sales are 
in Christian territories. There you will always find 
the best securities and the most satisfactory sales. 
The most unsatisfactory sales are in territory where 
the church of the living God has lost its savor, where 
Russellism, Socialism., or any modern ism predomi- 
nates. The writer has been there many times, and 
is writing from practical experience, which is a good 
teacher. 

This talk is sandwiched in this book of descrip- 
tive sales to help keep the reader's eyes on the super- 
natural, so that when he has conducted his last auc- 
tion sale, or transacted his last business in active life, 
the coast may be clear for a safe landing in the Glory 
Land. This talk could, with a little changing be used 
on many occasions. 

^ ^ ^ ^ ^ 

HIGH LIGHTS 

^^Set thine house in order y for thou shalt die, and not 
live'' (2 Kings 20:1). 

Good order is the foundation of every home. If 
this message had been delivered to me ten years ago, 
this auctioneer would have been lost through all eter- 
nity. (Think of it, reader! ) 

The auction profession has always been a fasci- 
nating one to me. Now, since I have given my heart 
to the Lord, and set my house in order, opportunities 
to help others come without number. It is the great- 
est work on earth. Does it interfere with the auction 
business? Let us see. One day at an important dairy 
sale of Jersey cov/s and fine stock, the owner said to 
me, ''My wife has left me and the babies to fight the 
battles of hfe alone. She has gone home to the Glory 
Land. Those dreadful diseases, flu and pneumonia 
did the work. I wonder if it is possible for me to con- 
tinue without her? I must care for these babies. 



248 HIGH LIGHTS ON AUCTIONEERING 

Then he looked me square in the face and asked, 
"Won't you please open this sale with prayer?" And 
without hesitating a moment I said, "Why, certainly, 
yes." 

There was a great crowd there and it was a beau- 
tiful day. When the hour of lunch arrived I called 
the crowd together and told them why this man was 
having the sale. Then I asked them to bow their 
heads while I would pray. I do not remember that 
God ever helped me more in prayer than He did that 
day. After I had prayed a few moments an amen 
rang out loud and powerful. It was a missionary 
from Africa who happened to be there that day with 
friends. After the sale he said to me, "I knew that 
you had gotten hold of God." Well, it w^as true that 
I had an experimental knowledge of His presence. 

It was a great day, and a good sale, and will al- 
ways be fresh in the memories of those who were 
there. 

"Set thine house in order, for thou shalt die, and 
not live." Dear reader, do you think the real old- 
time religion that Daniel had would interfere with 
any legitimate business? 

^ ^ ^ i? i^ 

HIGH LIGHTS 

^^ Seeing then that all these things shall be dissolved^ 

what manner of persons ought you to be? 

(2 Peter 3:11) 

This message is an indication that this world is 
not our future abiding place. The great pendulum of 
time swings on. It has been in motion ever since 
God touched it. Some day He will touch it again. 
Look out! Look out! Time to you is only the dura- 
tion of your Hfe. Time is not your own, it belongs 
to God, to religion, and mankind. 



HIGH LIGHTS ON AUCTIONEERING 249 

You have no time. 1st, It belongs to God because 
everything we have is His, this old world, and this 
house we live in, are His; and the plan of salvation. 
2d, It belongs to religion, for this old world could not 
stand without it. 3d, It belongs to mankind because 
man is saved through the instrumentality of man. 

''Seeing then, that all these things shall be dis- 
solved, what manner of auctioneer should you be?" 

^ ^ i:? ^ ^ 

GOSPEL TEAM WORK 

There are several hundred auctioneers in Okla- 
homa. If they were all consecrated Christians, in 
the service of the Master, and captains of strong gos- 
pel teams, ready to go and do for the Master, holding 
meetings every Sunday at the schoolhouses in Okla- 
homa, where services are not held today, as well as in 
every state in the Union, it would mean more than 
1,000,000 conversions in America every year. Then 
auctioneers would clean up forevermore, and the pro- 
fession would come to her own again. Why not? 

^ ^ ^ ^ ik 

2 TIMOTHY 4:7 

"/ have fought a good fight, I have finished my 
course, I have kept the faith.'' 

In the introduction of this book I carefully men- 
tion that there is more significance in the writing of 
this book than the reader would at first think. Then 
I mention in definite language that, at a certain place, 
on a certain date, at midninght, I became a Christian. 
More than that, I would like to fix up all the mistakes 
of the past. If possible, I would adjust all disputed 
accounts, no matter when or where they were con- 



250 HIGH LIGHTS ON AUCTIONEERING 

tracted. In other words, I would come clean, and 
clear the deck for action, that God might have the 
right of way in this auctioneer's heart. 

If the reader will just think of the thirty-two years 
of actual service in the auction business, twenty- two 
of them without Christ, reaching the age of fifty-eight 
years, almost three score, a sinner; serving the 
Devil more than half a century ; and again, think that 
only one-fifth of one per cent of men and women who 
reach the age of 55 to 60, who have spent a life in sin, 
are ever saved; w^hat does it mean? It means that 
just one in 500 of them ever reach the golden shore, 
and the rest are lost through all eternity ! 

Could Christ save them? Sure He could, but the 
man or woman who has lived fifty-eight or sixty years 
in the service of the Devil is so thoroughly fixed in 
prejudice, and no doubt has established a religion of 
his Own, and has long since reached the danger line, 
where conscience is asleep, and if he should stop for 
a moment and take a retrospective view of the past, 
he will see so many mistakes, that he knows must be 
adjusted. It may be theft, or it may be murder. He 
may have to go thousands of miles to fix them. He 
may have mistreated a brother, a sister, mother, fa- 
ther. He may have hatred in his heart, and the lust 
of the flesh may predominate. He is steeped in sin, 
and such a slave to it, that all the enemy of the soul 
has to do to confuse him is to paint a panoramic viev/ 
of the magnified mistakes of his life, flash it before 
him whenever he would dare to entertain even a good 
thought. 

After he has reached the age of fifty-eight with- 
out Christ the chances are against him, and the Devil 
knows it. The Devil knows also that if this man 
should find his way to Jesus and touch the hem of 
His garment, the blood would be applied, and, like 
this saved auctioneer v/ho is writing this message, he 
would be gloriously saved. But the Devil is on the 
alert and using every precaution in his clever decep- 



HIGH LIGHTS ON AUCTIONEERING 251 

tiohs, knowing that if he can hold him a little while 
longer, the old-time sinner will soon be off his bear- 
ing, and down the stream he goes, bewildered, rush- 
ing pell-mell into hell. 

I was just a step from hell. It was my last move. 
Thank God that I moved in the right direction. Oh, 
reader, if I could tell you the story of my conversion, 
so that you could realize the wonderful joy and the 
satisfying peace that comes to those who love the 
Lord — but it can't be told; no language can describe 
it. I can only say that it is a foretaste of the Glory 
Land, and I know "I'll understand it better by and 
by." 

I am just sixty-eight years and thirty days old 
as I am writing this part of this message, which will 
be the final one of this book. I am determined, by 
the grace of God, that this last message to the reader, 
whether a student auctioneer, or an old-timer on the 
block, or some other candidate for eternity, will be a 
high light that will write the title of this book indel- 
ibly on the hearts and mind of its readers, as ''High 
Lights on Auctioneering." 

I am determined to witness for the Master, wheth- 
er in writing or selling, preaching or testifying, and 
when I have passed over to the other side, rest assured 
that, by the grace of God, I can say, ''I have fought 
a good fight." 

To be a successful auctioneer, clean, always reli- 
able, an authority on real estate, merchandise, live 
stock, or any other line you make a specialty of, is a 
real profession worth while, and will command the 
greatest respect of the best citizens of any country. 

Again, the auctioneer who takes the clean road, 
and lives a consecrated Christian life, can be the most 
useful citizen in any community. What a premium 
on real men today, who do not deal in vulgarity pro- 
fanity, cigarettes, and deception. It is a great pleasure 
to me to have the man and his wife and daughters 
and small children follow me clean through a stock 



252 HIGH LIGHTS ON AUCTIONEERING 

sale. For nearly ten years, at this writing, I have 
tried to live so close to God that if some accident 
should occur during a sale, or on the way coming or 
going, and this auctioneer should meet death, all 
would be well, and if I was conscious at the last mo- 
ment I could sing: 

Oh, come, angel band, 

Come and around me stand, 

Oh, bear me away on your snowy wings 

To my immortal home. 

I just mentioned that a consecrated Christian 
auctioneer could be the most useful citizen in any 
community. Let us see how that can be. I reach 
the sale ground and find a large crowd from all parts 
of the surrounding country and I am personally ac- 
quainted with the majority of them, men, women and 
children. I first meet some man about forty years 
of age, who was converted at a meeting that I con- 
ducted two years before. I take him by the hand, 
and ask him, ''Well, John, are you still keeping up 
the family worship?" Possibly he will say, ''No, 
Colonel, I am sorry to say we are not." Then I usu- 
ally quietly ask God to give me a message of encour- 
agement for the man. 

Then I may begin, looking him square in the face, 
as follows: "What in the world will your children do 
if you fail them, in these days of Sabbath desecration, 
false doctrines, speed and money, frolic and fun? 
What a battle for your wife! May God help you. 
Won't you promise me before I leave that the family 
altar will be re-established again tonight?" And fi- 
nally I can see that God is answering prayer, the 
Spirit is doing its work, and he straightens up like a 
real soldier and answers, "Yes, Colonel, I'll put her 
back tonight." And then I can only say, as I hold 
his hand tight, "God bless you. Tell your httle girls 
and your only boy and faithful wife this evening 
when I talk to God to thank Him for the blessings of 



HIGH LIGHTS ON AUCTIONEERING 253 

the day I'll ask Him to give you a double portion of 
grace. I'll put you down on my prayer list, and I 
want you and your family to pray for me." Then I 
step away, shaking hands right and left until another 
opportunity presents itself. 

This time it is an older man, who has become 
skeptical of Christianity and the Bible. He has seen 
fifty years or more. Again I pray and ask God for 
wisdom (quietly, while he is talking), and when the 
opportunity presents itself, I talk to a man who never 
knew God. I never argue religion. I tell him how I 
was saved at fifty-eight years of age; of Jesus and 
His wonderful love; how He has kept me; how I talk 
to Him almost continually; my hope of eternal life. 
Then I tell him that I will pray for him, and often 
tell him that if he ever hears that this auctioneer has 
dropped dead or gone suddenly, be sure to tell his 
friends and know that I have gone (then I point 
straight up with my index finger) to the^ Glory Land. 

A moment later I may be talking with a saint, and 
together we testify for the Master. Oh, what a 
feast to be associated occasionally with His saints 
who have been in the service of the King for a half 
century or more! 

Then another, and another, I meet, all different 
subjects. Some who are lukewarm, some backsHders, 
but the majority are frivolous, careless, too busy with 
the world and its attractions, drifting with the tide. 
Then the unfinished business in the Master's service 
seems to crowd me, and I am burdened for the whole 
multitude. Then I often pray, ^'Oh, Lord, if I could 
only turn this sale into a revival!" 

Understand, dear reader, I don't commercialize 
religion. I do all these things as the Holy Spirit dic- 
tates them to me, and God blesses them. He will do 
the same for you if you will give God the right of way 
in your heart. Oh, what wonderful opportunities for 
Christian auctioneers, eternity alone can tell. I shall 
continue by His grace, faithful and true. Again I 



254 HIGH LIGHTS ON AUCTIONEERING 

will be able to say with Paul, in that day, ^'I have 
finished my course." 

As I come to the close of this book many thoughts 
crowd into my mind and heart, and I wonder wheth- 
er I have done my best for the student auctioneer 
who will read these lessons on auctioneering and profit 
by them, as I am sure I could have done thirty-two 
years ago. 

When I was a boy I learned the trade of painting. 
I served nearly five years to learn it well. When I 
finished or served my time I could mix any color or 
shade that any one could suggest. I understood the 
harmony of colors. I understood the nature of the 
different varnishes. I had learned the lesson of clean- 
liness, so that I could go into any home and decorate 
it without a streak or spot. I was a real mechanic. 
I had gone through and learned the trade. Again, 
I would like to say, it was not all roses. There were 
hardships and little money, but the boy who stuck to 
the job through thick and thin, always won. 

Just so it will be in the auction profession. I was 
just talking about a trade, and a mechanic. Now I 
am talking about a profession, and I want to caution 
the young auctioneer, and I am certain it will benefit 
some of the old-timers too, especially those who in- 
dulge in vulgarity and profanity. People today want 
the man who can get the high dollar, the man who 
keeps abreast of the times, and to be anything more 
than a scrub auctioneer you must learn in detail the 
values, blood lines and complete pedigrees, individu- 
alities, and the profits they can return on the invest- 
ments. 

Never destroy the confidence of the people by 
running up bids on them. You may turn it into a joke 
to cover up your tracks, but by and by the joke will 
be turned on you, and some one else will have a strong 
foothold in your territory while you are slipping. 

Auctioneers are the most envious people in the 
world, and as a rule they will magnify, more or less. 



HIGH LIGHTS ON AUCTIONEERING 255 

every animal that steps into the sale ring. For in- 
stance, here comes a fine looking Jersey cow into the 
sale ring. The proprietor says she is a choice milker 
and gives five gallons of very rich milk, just what 
every dairy man wants, and everybody else who ap- 
preciates a good milker. Now the auctioneer has the 
ambition of all auctioneers — to sell her as high as 
possible — and so here he goes as follows: 

''Here we have an extra choice milker, a real dairy 
cow. I don't know what you will pay for her, but I 
do know she ought to sell for $150. She is a perfect 
picture of a dairy cow, four good teats, an easy milk- 
er, and gives five gallons of milk a day; and see," as 
he pets her, "she is as gentle as a lamb." 

The cow sells for $130, a real high price, to some 
widow who lives in town, expecting to sell milk from 
her to the neighbors to bring in some revenue to help 
make ends meet in the high cost of living. The beau- 
tiful Jersey cow pans out to be a hard milker, and a 
real kicker and breachy, so it would be almost impos- 
sible to hold her in any pasture. 

Has the auctioneer given the lady a square deal? 
Will it profit the auctioneer in the aggregate? Any 
live wire auctioneer, or any auctioneer with horse 
sense, can spot those fellows who have sales and try 
to unload their undesirables on the public. The 
farmer said he was selling this good cow because he 
had too many. That was his excuse. But an excuse 
is a lie, and the auctioneer helped to round it out. 

Reader, don't you do it. How would this sound? 
When the cow walks into the ring call the proprietor 
to the front and ask loudly, ' 'Please tell the people 
about this cow." Then when he says she is a rich 
milker and gives five gallons of milk a day, you ask 
him if he guarantees her first class in every way, and 
if he says he will, probably he will have a cow on his 
hands, the auctioneer will be clean and entitled to his 
commission, and the widow will still have her $130. 

There is no excuse whatever for an auctioneer to 



256 HIGH LIGHTS ON AUCTIONEERING 

be party to a crooked deal. '^Be sure yoru sins will 
find you out." If you take the position of a square 
deal, and always hold it, you v/ill lose a sale occasion- 
ally, because they have your measure, and they can't 
use you, but you will get two where you lose one. 

See how old-time religion shines in such places. 
In our family worship in the morning on our knees 
as follows: ''Dear Lord, you knov/ just what we need 
today. We don't know. You said, 'Ask anything, 
and we shall receive it.' We thank you for this sale. 
Bless the man and his family for whom we sell today. 
Forbid that we should be party to any unclean deal. 
Forbid that we should bring reproach on your cause. 
Give us a splendid sale, may our influence be irresist- 
ible in thy service. Lord, we love thee more than 
ever. Hold us fast, for Jesus' sake. Amen." 

That is my established system today. How can 
you beat it? I know that it can't be done. That is 
what I call Safety First. 

Again, I just mentioned learning a trade. The 
auctioneer who would grow and be up-to-date must 
be a student, and have something new at every sale. 
I have such faith in prayer that I am sure God will 
bless this book from cover to cover. 

It can do no harm to just touch on the financing 
of this book. To show the reader how God takes care 
of His own, and how He can take care of you. I have 
mentioned elsewhere about going into evangelistic 
work in 1923, but I have accounts that must be 
settled before I can go, so I told our heavenly Father 
about it and asked Him to open the way that it might 
come to pass. One day after I had prayed it out, I 
had the evidence that God would finance the publi- 
cation of the book, but not in the town where I lived. 
So, when the time came for me to go, I was off on the 
mission to learn more about how it would be done. 
Suffice to say, I found a man who was deeply inter- 
ested in this auctioneer, in fact he was a warm friend 
when I first enlisted in the service of the King, and 




To My Sainted Mother, Elizabeth Gutelius 
Now IN the Glory Land 

Mother, I heard you sing and pray for me, long, long ago. 
Those tears of joy, sometimes sorrow, I saw them flow. 
Mother, they voere not in vain, for I see them still, 
Sparkling like dewdrops of heaven, in the Master's will. 
Mother, I understand it better now, they have shown me the way, 
Now I'm singing "the old, old story," I'll meet you in the morn- 
ing, mother, some day. 



HIGH LIGHTS ON AUCTIONEERING 257 

has been close to me ever since. I told him my mis- 
sion, and plans for the future. He showed great 
faith in the book enterprise, and the saved auction- 
eer, so much so that with a few of his suggestions, I 
was practically in possession of $300 an hour later. 
I came to town several times and in a short time I 
was in possession of eight $100 checks, and four $50 
checks, making a total of $1,000, the required 
amount. 

This may sound strange to those who are not ac- 
quainted with God, who have never tasted of His 
wonderful love, but, praise the Lord, it is not strange 
to me. I just took Him at His word. I know when 
He commands us to go and do. He will be so close 
that, if you have the faith, you can feel His presence 
all the way, a present help in time of need. I am sure 
that, by His grace, I shall be able to say with Paul, in 
that day, "I have fought a good fight, I have finished 
my course, I have kept the faith. 

Dear reader, you might have a part in the great 
revivals, that would mean many stars in your crown 
of rejoicing, if you will become a real consecrated 
Christian, entirely sanctified; so that God can depend 
on you. When you reach that point, rest assured, 
God will have plenty for you to do. Then write me 
and tell me your experience as a Christian auctioneer, 
and I will tell the story in meetings somewhere, it may 
be thousands of miles from where you live, and you 
will be surprised when you get to heaven, to see them 
coming to you to tell you that your testimony that 
you sent to me led them to Jesus. 

I have a great interest in the auctioneers who 
shall purchase this book, that you may be rewarded 
in a thousand v/ays for this investment. I want you 
to be a high class auctioneer. Always familiarize 
yourself with everything that you have to sell at 
each sale. Often at farm sales the farmer leaves 
everything scattered all over the place, and then you 
run the buyers crazy trying to find them on sale day. 



258 HIGH LIGHTS ON AUCTIONEERING 

If you think you know it all, and go to sales and 
tell stories and visit until time to begin the sale, rest 
assured that you will be an easy mark for the first live 
wire auctioneer who comes along looking for a new 
territory. Poor sales will occur occasionally, cir- 
cumstances will be against you ; you may not be able 
to avoid it, but be sure that you do your best in ar- 
ranging things. Help the man you are selling for. 
You are always getting good money. Remem.ber, a 
poor sale is always damaging to the auctioneer, and 
you can not afford to have a bad one. If it looks bad 
on the face of it, better let som.e other fellow secure 
it. I have done that many times. 

A word to the student auctioneer, especially to 
young men: There is an old saying, ''Every dog has 
his day." You must expect to get bumped some time. 
You have yours coming, but as it has always been, 
it is the man who never says die till he's dead that 
wins. 

In teaching the auction school, I found that some 
of the most promising graduates, v/ho came out of the 
school with flying colors, faded away when they came 
up against the real thing. Others, whom the students 
laughed at as a joke, kept on, and on, and I receive 
letters from them occasionally. Business is picking 
up, and the laughers are gone. 

Young man, young woman, there is a hill to chmb, 
and it takes a real man or Vv^oman to climb it, and be 
an acceptable, satisfactory auctioneer. It always 
takes a real man and a real woman to be anything 
worth while. It takes a real man and a real woman 
to be a Christian. 

May God bless the readers of this book, and may 
aU find a safe landing in ''the sweet by and by." 



HIGH LIGHTS ON AUCTIONEERING 259 

IN CONCLUSION 

The writer has prayed over every word in this 
book, and has faith that God will bless the sale of 
the same. Many articles that were written for it 
have been thrown out. 

One-tenth of all net profits derived from the sale 
of the book goes directly into the Lord's work. 

Some time in May, or before, the writer will step 
out into evangelistic work, saying good-by to the pro- 
fession of auctioneering. I have been in the service 
of the Lord ten years on the 16th of February, 1923. 

The profits derived from this book will go to pay 
all back accounts, and when the deck is clear for ac- 
tion this will be the shoutingest auctioneer in the 
world. You may never have heard that word before, 
but it is the only one I can find that fits the occasion, 
and it sounds good to me, so let it stand. Hallelujah! 
Praise His holy name forever! 

When the book is completed business will begin 
to pick up around here. By the grace of God I will 
do my best. God has done wonderful things for me 
in the way of helping me in the v/riting and financing 
of this book, preparatory to the coming campaigns. 

I shall always pray for the coming auctioneers, 
as well as the old-timers. What golden opportunities ! 

"Shall we gather at the river?" 



260 HIGH LIGHTS ON AUCTIONEERING 

A UNIQUE AD. FOR FURNITURE STORE 

It Was Appreciated by the General Public and 
Brought the Response 

ARRESTED ON THE BRIDGE 

Isaac Shoemaker, who lives in Caddo County, was ar- 
rested while driving across the South Canadian River bridge 
this morning. 

His horses were galloping at full speed. Isaac Y\ras stand- 
ing on the seat and yelling like a wild man, "Go- Get- 'Em, 
Go-Tel- 'Em, Go-Eat- 'Em," when the officers snatched him off 
of the seat and stopped the team, and told him he was under 
arrest. 

They informed him that there was a $25.00 fine for riding 
or driving across this bridge faster than a walk. 

Isaac turned pale and gave an expression of disappointment 
that would make a channel cat ashamed of himself, and ex- 
claimed, "Bridge or no bridge, my wife spent all day in El 
Reno yesterday trying to buy furniture. She said she read 
the sworn statements on prices. She read all kinds of adver- 
tisements and found it almost impossible to break away. On 
her way home she met a friend, who put her wise and told her 
that she had missed the Bargain House. 

"She gave me this $25.00 that I hold in my hand — and 
let me inform you right now, I'll never pay it for the bridge 
drive. She said she would give me only three hours to make 
the trip — and I'll do it, or burst a hame string." 

The officers turned him loose and he was off like a flash 
for El Reno. From the great cloud of dust, resembling a 
young cyclone, that hung on his trail you could hear these 
words until lost in the distance, "Go-Tel-Him, Go-Get- 'Em, 
Go-See-Him, Go-Tel-Us." 

He made good. On schedule time he returned across the 
bridge, wearing a smile that would cure any disease, with the 
biggest load of furniture for $25*00 that ever happened out 
of El Reno. 

Where did he get it? Where the least cash will buy the 
most furniture — of Gutelius & Son, opposite Tinkelpaugh's — 
where they eat 'em alive on low prices. See? 




CO 












HIGH LIGHTS ON AUCTIONEERING 



261 



J. P. GUTELIUS 



BETTER KNOWN A S 

GO-TEL-US 

pij^ ^intk unit ^ml %sMt 

AUCTIONEER 

ix- ^tttjbttd of iht 3nfmmlii>nBl ^«»»riiifi»n nf ^ncJioam* 
OFFICe-209 SOUTH BICKFORD AVENUE 




ixfttimt the *alg itntbtt 

In conducting Sa les for 
many j/ears, andall that lim a 
improving my tpare momenta 
in studying vatues and qual- 
ity a» well as individuality, 
at the same lime never losing 
t ight of the Great Stu dy of 
Human Nature, I have now 
reached the point in active 
life and practical experifjice , 
that I love to stand nn the 
Block, where mv revutatinn 
at an aucti'meer runs par- 
allel with my offerings^ 

My experience ntidsuccest 
has been «o WONDERFUL 
thcU I can safely say to all 
parties, everywhere: "I A\f 
A MONEY GETTER. " 
I EAT 'EM UP 



ALI V E 



El Reno. Oklahoma, fi/f CvAxM^— -2^0 ^^9^^K 
S^o \/ou cAi^ Gt-f- ^li<z. 7a^t*t/=>/f-tn^ ^ i^ 

PfcTtJnBL P.ef^TAi/\/tAr<b. Ti^A^ocTioH^Ktr-i H^ 
/s A/y^^ys //w ot^cfcLi^j ArvD f>oTs Lif^^ 
tNTo Tlt<L LE^tZ-k- oi^ SALE G/i^^S 

Ah/ AcfcT/oAla^<e:_/r. slioo/<=i ^e. 



262 



HIGH LIGHTS ON AUCTIONEERING 



PRESIDENTS OFFICE 

3ntcrrcnticKal, 

li a AND im 

Intemalional Association Organized August 33, 1904 

Membership Fee of International, $5; Annual Dues, $3.50 

Membership Fee, Oklahoma Association, $3.5d; Annual Dues, $1. 

Nexl Inltmalimal Conmllon will In held at PKria. IHinaii. tint Monday and Tuesday in Junt.ISOS 




PBESrOEyT 
S. P. GOTELIUS. El Reno. Olsla. 

riCe-PBESIDESI 
D.B.MARSHAii. Mt. Ayr. low 

SECBETART 
U. S. KENT. Ha'.chinson. Kas. 

TRSASDBER 
J. E. STOUT. Peoria, m. 

BERQ-T-AT-ABUa 
H. M. BAIRD. DanTlUe. In. 



J. N. BUKTON. Kansas 

F. M. WOODS, Nebraska 

H. A. DUNLAP. Iowa 

SID.N'EY McFADDEN, minoU 

LON SWEPSTON. Ohio 

I. S- WATTEKS, S. Dakota 

W. D. GORDON. Minnesota 

S. G. READ. Canada 

F. M. SMITH. New York 

C. A. EWING. MUsonrl 

\V. 6. AXLISON. Wisconsin 

E. F. HERRIFF. Oklahoma 

J. C. MDRPH Y. CalUornla 

C. W. KEMBERLING. MlchlFaa 

W. D. HAMMOND. Ariwna . 

MAXWEIX H. KITE, Pa. 

A. G. MADDEN. Indiana 

J. A. McCUKSY. Colorado 

M. C. KADABAUQH, N. Dakota 



ASIOCIATIOn 



PRB8IDEST 
'J. P. GUTELins. EJ Reno. Okla. 
t VICB-PBESIDEST 

1 C. W. SDTHERLAND. Shawnee 
TBBAaVBER 
SPEBMAN MOOTER. LaWtOD 

SEBO'T-AT-ABMa 
F.O. HURT. Guthrie 



EL RENO. OKLAHOMA. /iP'filL-f2j^0,%r 

To T^c: R£Aoer/r, 

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All. IN -ntBi. f=/^s-r i-ET-T^PT, tP t^ostei-s^. 

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ty ts c^/fTAlhfC-Y CU3t^f^/rf£A/TAHY To Yc^u.tfHEN 
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SPABKl-ei vi/iTtf, mrrtD£Af^c: «/ Yovff F'FfAt.TKAt-. 
Yoo vvrr/: — . . 



HIGH LIGHTS ON AUCTIONEERING 263 

This is the first farm sale the writer ever conducted, thirty- 
two years ago in December. He had the desire to be an auc- 
tioneer, but we are now sure that he made no hit that day. 
It was an awfully poor mess of stuff to sell, and nobody wanted 
it. Like the lightning bug, we did not light there very soon 
again. Warning: No student should tackle a poor mess on 
his first sale. 



PUUr Sii 



We will 5eil at puWie sale at our resiJeiKf 2 1-2 miles north of Burr Oak. on 

FRIDAY, DEC. 12, 1890. 

Beginning at 10 o'clock a.m., all of the following property, to-wit: 

span of Rrown Mares. 3 and 4 yeai^s old. 
„ Bay Geldings, 5 and T „ 

,y BrcxKl Mares, 10 and 11 „ 
,y Gray Geldings, 6 and 11 „ 
one Pony, one Ck>lt and one Cow. Also five 
sets of Heavy Harnes, one set of Buggy Har- 
ness, two Farm Wagons, one single seat Top 
Buggy, two Cultiyatoi's, a lister harrow, corn 
in crib, and about 900 sLocks of fodder. 



T€^f^S - A credit (ii 12 months lime, on approved security, 10 per 
cent interest from date, will be given. 10' per cent discount for cash. Sums 
^5 and under, cash in hund. No property to be removed Uiitil terms of sale 
are complied with. E. S. & J. B. ELDER, PrOD'S. 

J. T. CUTELIUS, Auctioneer. 



